🤩 Today’s SPIN® Behaviour Challenge

The best seller on your team just got promoted to sales manager.

Congratulations. You may have just lost two things at once.

Your top performer. And your team’s future.

The Promotion Trap

Great sellers are promoted for what they do alone.

Great sales leaders succeed through what others do instead.

That gap sounds simple. It’s career-defining.

In SPIN® selling, success belongs to the individual. Your questions. Your discovery. 

Your ability to stay in Implication longer than feels comfortable.

In SPIN® coaching, success belongs to the team. And the skills required are completely different.

Selling vs. Coaching — The SPIN® Version

Situation — Seller: researches the client’s world before the call. 

Situation — Coach: diagnoses the rep’s current skill level before the conversation.

Problem — Seller: uncovers dissatisfaction the client hasn’t fully felt yet. 

Problem — Coach: surfaces the behaviour gap the rep hasn’t yet recognised in themselves.

Implication — Seller: makes the cost of inaction real and personal. 

Implication — Coach: makes the cost of not developing the skill visible — for the rep’s career, not just the quota.

Need-Payoff — Seller: lets the client articulate the value of solving it. 

Need-Payoff — Coach: lets the rep describe what great looks like — in their own words.

Same framework. Completely different orientation.

The new sales manager who keeps selling — instead of coaching — doesn’t just underperform as a leader.

They rob every rep of the development they were promised.

THE CHALLENGE:

If you’ve been recently promoted — or manage someone who has — ask one honest question:

“Am I spending my calendar on what made me successful — or on what makes my team successful?”

Those are different meetings. Different conversations. Different skills.

And only one of them is your job now.

Do you agree?

I am Regional Development Director at Huthwaite International.

Drop “COACH” in the comments if you’re making the shift today 👇

Thank you.

Need inspiration — text “30 min” on my mobile +45 2670 0356

All the best.

Anders 🤩

#Huthwaite #SPINselling #SalesLeadership #Coaching #Mindset #B2BSales

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