Question: True or false? When you coach a salesperson, you should spend more time listening than talking.
- True
- False
Explanation
Effective coaching in the Transform phase should be guided by the salesperson’s reflection, not dominated by the manager’s instructions. Listening helps the coach understand the rep’s current reality, obstacles, and thinking process. This supports the GROW coaching technique because each step depends on thoughtful questions and rep ownership. More listening creates better diagnosis and stronger commitment to improvement.
Why the other options are incorrect
False is incorrect because excessive talking turns coaching into directing and weakens salesperson ownership.
Source for verification
https://academy.hubspot.com/lessons/transform-your-sales-team
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