Your sales team is full of talent, energy and fluffed up numbers.
So how can you get the most accountability and performance in an industry where transparency and unemployment are synonymous?
As a sales manager, one of the most difficult questions that you have to answer is “What is my top line really going to be?”
Some of the most talented salespeople are easily discouraged and afraid to do the heavy lifting that it takes to get and keep clients. It’s time for you to dive deep and ask the questions that are going to help you get from the root of the problem to the top of the sales board.
Below are the 4 questions you should be asking your sales team every week:
Picture of a meeting room with energetic looking business people
1.) What Hot Lead Went Cold This Week?
Sales meetings should be less about motivating and more about empowering and executing.
By asking about a hot lead that went cold you are forcing your team to face the reality that not every prospect is a client, not every lead is a deal, and not every sure thing is a sure thing. More importantly you are giving yourself the ability to partner with them, teach them, to build a relationship with them and the client, and turn the heat back up on that lead so that everyone has a little extra spending cash for the weekend.
The sales industry is performance based…plain and simple.
You are the educator and advocate for your sales team. You are the Master Jedi of Sales and those sweet panicky little faces in your office (whose B.A.’s are in frames that the glue still hasn’t dried on) are your students. They don’t know the things that you know, and they won’t if you don’t tell them.
Picture of a businessman or woman with a puzzled or frustrated look on their face
2.) Why Do You Believe That?
How many times has someone on your team told you that there is a 90% chance that something is going to close only for you to find out it was really a 20% chance at best?
It’s time to get some real info on how your team ticks. It’s time that we take off those rose colored glasses.
If everyone in your meeting leaves singing “Kumbaya”, but no one closes deals — you’re all going to be eating hotdog soup. No one wants that.
Why do you believe that there is a 90% chance? Did they tell you that they are going to close, are you just going off good vibes, or the worst of all, are you just saying that because you don’t want me to know that we really are in danger of losing this deal?
It’s your job to create an environment that is more about honesty and less about high fives and warm fuzzies.
Picture of a bored or distracted businessman or woman at their desk
3.) Why Aren’t You Prospecting?
The average company loses between 10-30% of their customers each year.
Finding out why your team members aren’t prospecting can be a great way to find opportunities for improvement for you and your team.
No one likes to prospect for new business, but it’s something that must be done.
Picture of two businessmen shaking hands with happy expressions
4.) What Can I Do Do Help You?
Your sales team is energetic, confident, smart…that’s why you hired them. They’re also insecure and afraid to be honest.
Honesty can lead to you seeing their shortcomings and that could mean that you no longer see them as a valuable member of your team.
It’s your job to make sure they know that perfection isn’t the expectation. But instead, that growth and development is the goal.
If you aren’t asking this question, you’re expecting your team to come to you when they need help. But the reality is, that won’t happen. Instead, you’ll find yourself dealing with the poor outcomes as a result of your team not asking for help.
When you ask this question, you’re proactively giving your team the opportunity to grow and develop. This question can be the difference between crowning your next “Sales Rep of the Month” or sorting through another stack of resumes wondering why little Jimmy didn’t cut it.
Picture of a businessman trying to juggle or carry many things but dropping them.
Limiting Your Vulnerability
Salespeople are perpetually afraid for their jobs. You are always going to get an optimistic outlook from them, and that makes you incredibly vulnerable.
You have to force your team to answer hard questions.
Good sales managers are a safety net. If you don’t become their advocate, you are never going to know where you’re headed and what your top line really is.
Let our team help you find creative ways to up your game and generate leads for your sales team.
What questions do you ask to get the most from your sales team? Let us know in the comments below.
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