Global sales coach Venkataraman Subramanyan discusses the creation of a supportive and collaborative environment where sales teams can thrive. Emphasizing the importance of understanding team members’ preferences through thoughtful questions, he highlights the need to establish clear standards for accountability, commitment, and collaboration.

As a manager, one of your core responsibilities is to build and nurture high-performance sales teams. Many sales managers, despite being top performers as individual sellers, struggle to adapt to the demands of management. To help you overcome these challenges, I want to share five powerful questions that can significantly enhance your team’s capabilities.

Question 1: How would you like to be managed?

This question may seem simple, but it reveals a lot about your team members’ preferences and work styles. When you ask this, stay silent and observe how they process the question. Their responses will guide you in tailoring your management approach to suit each individual’s needs. The best sales managers set clear goals and allow team members to develop their own strategies, fostering a sense of ownership and motivation.

Question 2: How would you like feedback to be provided to you?

Effective feedback is crucial for growth. Ask your team members how they prefer to receive feedback. Utilize models like OIR (Observation, Impact, Reinforcement/Redirection) or SBI (Situation, Behavior, Impact) to provide precise and actionable feedback. This ensures that feedback is constructive and context-specific, helping team members understand their strengths and areas for improvement.

Question 3: How would you like to be kept accountable?

Accountability is key to maintaining high standards. By asking your team members how they prefer to be held accountable, you can better understand their mindset towards responsibility. Establish clear values, behavioral norms, performance standards, and consequences for not meeting these standards. This discussion helps instill a sense of integrity and commitment within the team.

Question 4: How would you like to earn your empowerment?

Empowerment must be earned through consistent performance and integrity. Define the standards that team members need to meet to gain more autonomy. For instance, if they meet their weekly forecasts, they might not need to attend weekly meetings, fostering a sense of trust and responsibility.

Question 5: How would you like to make your peers more successful?

High-performance teams thrive on collaboration, not individual heroics. Encourage team members to support each other and invest in peer learning. By fostering a culture where team members help each other succeed, you build a cohesive and high-performing team.

According to the Harvard Business Review, peer learning is one of the most under-leveraged capabilities in organizations. Encouraging collaboration and learning among team members can lead to significant performance improvements.

By incorporating these five questions into your management practice, you can facilitate meaningful, deep, and insightful conversations with your team members. This clarity will enhance their commitment and collaboration, ultimately making you a more effective manager and leader.