Sales Coaching Tip – How Refer-Able Are Your Salespeople? Referral Quiz

Sales Coaching Tip – How Refer-Able Are Your Salespeople? Referral Quiz

I’ve been asking business audiences what makes their buying decisions happen faster. Consistently, they respond that when they are given a referral, they buy sooner and more often.

It will come as no surprise that earning more referrals is one of the easiest and most efficient ways for your salespeople to sell more.

With this in mind, coach your salespeople on what they can do to earn more referrals from their clients. Give the following tool to each of your team members to diagnose where to start their referral coaching.

Refer-Ability Quiz for Salespeople

Based on your referral experience, rank each of the referral skills below on a scale of 1 to 10 (1 meaning your skill is poor and 10 meaning your skill is excellent):

Communicating my credibility

1 2 3 4 5 6 7 8 9 10

Demonstrating I have prospects/clients best interests in mind

1 2 3 4 5 6 7 8 9 10

Timing of when I ask for referrals

1 2 3 4 5 6 7 8 9 10

Introducing the topic of asking for referrals

1 2 3 4 5 6 7 8 9 10

Asking for referrals

1 2 3 4 5 6 7 8 9 10

Describing a qualified prospect to potential referring clients

1 2 3 4 5 6 7 8 9 10

Following-up with prospects or referring clients

1 2 3 4 5 6 7 8 9 10

Building an online presence for referring clients to share (LinkedIn profile, blogs written, helpful videos, etc.)

1 2 3 4 5 6 7 8 9 10

Developing tools for referring clients to connect me with referrals (email templates, links to valuable information, etc.)

1 2 3 4 5 6 7 8 9 10

Thanking referring clients

1 2 3 4 5 6 7 8 9 10

Once your salespeople have selected the areas for greatest referral improvement, inquire about what they have done in their latest client conversations when they asked for a referral. This will help you further identify the gaps in their referral skill sets so your referral coaching conversation is even more helpful.

The Refer-Ability Quiz, partnered with your questions about the specifics of their referral conversations, form an excellent springboard for your referral coaching sessions with your salespeople.

When did you last coach your salespeople on their refer-ability?

Who on your team are you going to ask to take the Refer-Ability Quiz this week?

Who are you going to coach on their refer-ability in the coming weeks?

Comments on this entry are closed.

Get a professional speaker for your next event:
Sales Keynote Speaker
Business Keynote Speaker
Leadership Keynote Speaker


Achieve immediate and sustainable results with:
Sales Training
Coaching Training
Sales Coaching Training


To improve your performance management, we offer:
Sales Coaching
Sales Team Coaching
Management Coaching
Sales Management Coaching
Executive Coaching