🤩 Today’s SPIN® Behaviour Challenge

The best sales manager you ever had probably never told you to close harder.

They told you what you did — and what to do differently next time.

The Coaching Gap

Most sales managers manage results.

Pipeline numbers. Close rates. Revenue attainment. Forecast accuracy.

All lagging indicators. All measuring what already happened.

The best sales managers manage behaviour.

Because behaviour is where the result was created — three conversations ago.

Huthwaite’s research was precise on this: the organisations that sustained top performance weren’t the ones with the best incentive schemes or the most aggressive targets.

They were the ones where managers observed calls, isolated specific behaviours, and coached the gap between what the seller planned to do — and what they actually did.

Not: “You need to close more deals.”

But: “You moved to solution before the client named the explicit need — what would you do differently?”

One conversation improves the number.

The other improves the seller.

And a better seller improves every number — for the rest of their career.

The result is a lagging indicator.

The behaviour is where the coaching lives.

THE CHALLENGE

In your next one-to-one, resist the pipeline review.

Ask one behaviour question instead:

“Which SPIN® question did you plan to ask — and what actually happened in the conversation?”

That gap is your coaching agenda.

Not the CRM. Not the forecast. The behaviour.

Do you agree?

I am Regional Development Director at Huthwaite International.

Drop “COACH” in the comments if you’re managing behaviour not results today 👇

Thank you.

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #SalesLeadership #Coaching #Behaviour #B2BSales #SalesManagement