{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Authentic Sales Manager","title":"Coaching vs Telling: How to Develop Your Sales Team featuring Harry Spaight","html":"","width":"100%","height":180,"duration":991,"description":"In this episode of the Authentic Sales Manager Podcast, Harry Spaight takes the mic for a solo conversation about one of the most common traps sales leaders fall into: giving their people answers instead of developing their ability to think. Drawing from his own experience transitioning from successful salesperson to sales leader, Harry shares why being the team’s constant “answer person” may solve today’s problem while creating dependency tomorrow.\nHarry explores how managers can shift from telling to coaching by turning answers into questions, helping salespeople evaluate their own options, and connecting everyday activities to the personal income goals they want to achieve. He also shares a simplified coaching approach inspired by the GROW methodology, explains how to create accountability without micromanagement, and shows why asking permission to coach can create greater ownership and stronger performance.\nKEY TAKEAWAYSStop Being the Answer Person: Constantly solving problems for your team may feel helpful, but it prevents salespeople from developing their own judgment and confidence.\nTurn Answers Into Questions: Just as strong salespeople ask rather than tell, effective sales managers use questions to encourage their people to think through challenges.\nAsk, “What Are Our Options?”: Harry simplifies the coaching process with one practical question that gets salespeople thinking instead of immediately looking to their manager for the solution.\nLet Them Own the Decision: When reps evaluate their options and choose a path themselves, they are more likely to remember the lesson and handle similar situations independently in the future.\nAccept That Your Answer May Not Be the Only Answer: Sometimes there are multiple reasonable solutions. Giving people room to make decisions helps develop confidence and ownership.\nConnect Income Goals to Daily Activity: If a salesperson wants to earn $100,000, help them understand what that means hourly, daily, and weekly—and what...","thumbnail_url":"https://img.transistorcdn.com/3o1JSi5YPdTgam9tDK790T9gzdZSCoOd1bGJ8lZ6TxU/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9hNjFl/ZTkyZjhhODJiZTRm/NjNlMzNlNjE3YWI3/NjcxZC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}