Last week, I started a series on powerful coaching questions to ask your sales team members to help them thrive and cultivate a culture of accountability and results.
Today, we’re going deeper into questions that bring out an intrinsic drive in your salespeople to excel, outperform and how you can groom them into the next generation of sales leaders.
Let’s dive in…
Question #1: How Would You Like to Earn Your Empowerment?
No one likes their managers breathing down their neck, right?
Empowerment and freedom is highly valued by salespeople but it has to be earned through consistent results and adherence to a standard of performance.
When I used to run my sales teams, my standard was that if you met your weekly forecast, you didn’t need to come for the weekly review meeting.
I will only meet you in my monthly one-on-one.
Establish clear expectations and guidelines for earning empowerment.
Question #2: How Would You Like to Make Your Peers More Successful?
In any sales organization, it’s not about the individual hero.
It’s all about the team.
High-performance sales teams prioritize teamwork and collaboration over individual success.
Encourage your team members to think about how they can support their peers, allocate time to help others, and commit to fostering a collaborative environment.
Harvard Business Review says that one of the underleveraged capabilities within organizations is peer learning.
Promoting peer learning and collaboration can significantly improve team performance and create a strong, cohesive unit.
Question #3: Tell Me All the Reasons Why You’ll Lose this Deal?
Most often, sales reviews focus on how you could win a deal.
The counterintuitive nature of this question forces your team to confront reality and identify the risks that hold your deal back.
This makes you examine important angles like, how did your customer arrive at the due date?
Or, when you and your customer contact say Yes, who are three people within the customer who can say No?
Sales is the systematic elimination of risk.
A critical part of your role is asking the right questions.
That’s where it all starts from.
By addressing each individual’s preferences, expectations, and goals, you will lay the foundation for a high-performance sales environment.
Remember, they elevate themselves and as a by-product of that, elevate you as their leader.
If this resonates with you,
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