It’s easy to get “bogged down” by our daily tasks, calls, meetings, emails, coaching, and so on.
But, in the midst of the never-ending list of “to-dos,” don’t forget to “information gather” and ask your sales team these questions:
- What would you like to see for yourself in the future?
- What would you like to see for the organization in the future?
These are critical questions to ask your team, especially your top performers.
Like I mentioned above, it’s too easy to get into a routine where we don’t “pulse check” our own sales team to see what THEIR visions are for themselves, the team, and the organization.
By asking these questions, you do a few things:
- You give your reps an opportunity to paint a picture for themselves. This can perhaps uncover potential new avenues, additional ways they can bring value, and other opportunities you may not currently be considering. They might have a plan for themselves that wasn’t previously on your radar! Or, they might even be honest and tell you they’re currently job hunting. Regardless of their exact answer, you gain more clarity to help you plan and move forward accordingly.
- You give your reps an opportunity to offer new ideas for the organization. Your reps are often on the “front lines” of your organization. They’re the ones talking to prospects, following up on calls, hearing objections, and ultimately are “in the trenches” of the organization. They’re often great resources for new ideas and opportunities you may not be thinking about.
- You show that you care. You’re demonstrating to your team, by asking these questions, that you’re open to hearing their feedback, that their insights matter, and that they’re valued.
Here’s the point: You have to take the time as a sales leader to tap into your own team and check in with them. It’s easy to put off this crucial step for other, “higher priority” tasks, but it’s not something you want to put off for too long.
Ideally, you’re performing this “pulse check” across your team once or twice a year to get an idea of how they’re feeling (especially during these pandemic times) and potentially have new ideas come up to help drive even greater results!
