SALES-MANAGEMENT5 MIN READ
SBI Sales Coaching Lines
Recall SBI feedback sentence stems for sales coaching.
Core model SBI What does SBI stand for? Sentence stem Start feedback with... “In [specific moment], when you [observable behavior], the impact was [buyer or deal consequence].” Keep motive and personality out of the first sentence. Common trap “But I need to tell them they lack executive presence.” Manager response Translate executive presence into the observable moment you want changed. Trait language sounds sophisticated but is hard to practice. Observable behavior can be rehearsed. Good vs weak Which feedback changes behavior? Specific beats elegant.
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