Certainly there are loads of things to do while leading and managing your sales force. But when it’s boils right down to it, you aren’t leading or managing your sales efforts if you aren’t asking these two questions of the sales team each week.
The Sales Force Questions:
1. Who will you be covering this week?
2. Who will you be moving this week?
Sales is moving your customers through a series of decisions that end up with a purchase from your company.
The first question addresses the who the sales person will be calling on this week to uncover opportunities to move some prospects through the buying process.
The second question asks the sales person about the prospects he/she has already in the buying process and what he/she needs to do to move them through the next decision.
If you aren’t asking these questions of your sales people each week, you really aren’t leading your sales team.