16 questions you should be asking your sales manager
Posted on April 3, 2009
- What will happen to our figures if we lose our top 3 customers?
- When was the last time you did some sales training with your team?
- What is holding your team back from reaching their target this quarter?
- What differentiates our sales reps from our competitors?
- What tasks or activities are restricting the sales reps from seeing more customers?
- What is our customer retention plan for our top 20% of customers?
- How realistic are most of the opportunities in the pipeline?
- How can we get more opportunities into the pipeline and move them through faster?
- Why don’t we have more sales reps like Anna? (And less like Troy?)
- What are you doing to develop your own sales and leadership skills this year? (And when)
- How many calls are you doing each month out in the field with the reps?
- Why aren’t you doing more coaching calls in the field?
- Should we put on some telemarketers or telesales reps to replace some of our low performing field sales people? (how much would this cost / save / make us?)
- How could I provide you with more support to help you ensure you and your team hit your targets this year?
- Why am I paying you so much money?
- Can you explain to me, again, the process you used to select the last sales rep we employed
January 20, 2011
[...] happens to them as you invest your efforts in to them. The returns can be amazing. Have a look here for some of my favourite questions an MD should be asking their sales [...]