A sales team manager should regularly communicate with his people about what prevents them from selling their company's products or services more effectively. He should know what questions to ask and how to listen carefully in order to promote the teams' morale and overall business performance. Five practical questions for this occasion were published on Inc.com.
1. What prevents you from getting new customers the most?
Answers to this question can help you detect errors and delays in your internal procedures. Likewise, you may find out your sales people simply do not have enough time, which is quite a good news.
2. Specifically, what works and what does not?
This question will soon reveal chronic complainers and you'll be able to focus on truly serious problems. Asking is, however, not enough, you must also be prepared to act on the basis of what you will learn.
3. What do you consider the most and least significant opportunities?
This question will help you find out where your team directs its attention. It can, for example, show that the direction is in conflict with the company's plans and priorities. However, you can also discover some options you have not seen before.
4. If you had a magic wand, what problem would you solve?
This question is for you to see how deeply individual sales people understand the business of your company. Inquire why they choose a particular problem and why you should tackle it systemically.
5. Who is your biggest competitor and why?
take the advantage of the fact that your sales people face your competition literally every day. Focus this question on the strengths of your competition and possible ways to get inspired.
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