{"id":12907,"date":"2021-09-23T10:00:00","date_gmt":"2021-09-23T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/this-one-simple-step-will-help-you-coach-your-team-to-be-self-sufficient\/"},"modified":"2022-10-18T15:57:08","modified_gmt":"2022-10-18T15:57:08","slug":"this-one-simple-step-will-help-you-coach-your-team-to-be-self-sufficient","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/this-one-simple-step-will-help-you-coach-your-team-to-be-self-sufficient\/","title":{"rendered":"This One Simple Step Will Help You Coach Your Team to be Self-Sufficient"},"content":{"rendered":"\n<p>Sales leaders often tell us that they want salespeople to take a more proactive role \u2013 that they\u2019re tired of having to deal with all the problems salespeople keep dumping on their desk because they\u2019re thinking from a position of dependency and passivity. Fortunately, there is a simple fix for turning this dynamic around.<\/p>\n\n\n\n<p>The number one question we give leaders to help them coach members of their sales team to be self-sufficient is this one: <em>What would you do to solve this if I weren\u2019t here?<\/em><\/p>\n\n\n\n<p>Very often, we don\u2019t realize when we are <em>creating <\/em>dependency as sales leaders. We may see our job as chief problem solver! When a salesperson comes to us with a problem, we leap into \u201crescue\u201d mode \u2013 and we take the salesperson safely out of the problem they have placed themselves in. This is not the way to build a self-sufficient team.<\/p>\n\n\n\n<p>Next time, instead of simply answering the salesperson\u2019s question or solving their problem, reverse the question! Ask them what their course of action would have been if you\u2019d been out sick that day. This will cause a little silence in the conversation. Let it linger until they respond.<\/p>\n\n\n\n<p>Sometimes what you will hear after that silence passes is evidence that the salesperson still needs your help and guidance. But sometimes \u2013 maybe more often than you imagine \u2013 that pause will be followed by an idea from the salesperson that is appropriate to the situation. Either way, you\u2019re helping the salesperson get into the habit of thinking for themselves, instead of simply coming to you and asking you to solve the problem!<\/p>\n\n\n\n<p>Check out the on-demand webinar, <a href=\"https:\/\/www.sandler.com\/resources\/webinars\/scaling-sales-success-2\/\"><strong><em>Scaling Sales Success<\/em><\/strong><\/a>, to learn more about creating a self-sufficient sales team.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around.<\/p>\n","protected":false},"author":18,"featured_media":12908,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1157,1035,1377,1295],"class_list":["post-12907","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-leadership-skills","tag-management","tag-sales-leaders","tag-self-sufficiency"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>This One Simple Step Will Help You Coach Your Team to be Self-Sufficient - Sandler<\/title>\n<meta name=\"description\" content=\"Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/this-one-simple-step-will-help-you-coach-your-team-to-be-self-sufficient\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"This One Simple Step Will Help You Coach Your Team to be Self-Sufficient - Sandler\" \/>\n<meta property=\"og:description\" content=\"Sales leaders often tell us that they want salespeople to take a more proactive role. 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