5 Sales Leadership Questions to Ask to Improve Productivity

If your sales team is just doing “their thing” without a well-defined, coordinated sales process, you are missing a great opportunity to improve your sales productivity.

We know…individual salespeople, especially the successful ones, are apt to resist following a path that is designed for all.  Done right, however, they will soon see the benefit in terms of increasing revenue.

Solution selling training professionals have drawn up a list of questions you should ask yourself to be sure you are coaxing the best performance from your sales team members:

1. Strategic Clarity: Do you have a well-defined sales strategy with clear success metrics that all reps understand and commit to?
2. Sales Culture: Have you created a high performing sales environment to set your team up to succeed?
3. Sales Process: Is there a sales process in place that guides your team members along the path from opportunity to contract?
4. Sales Methodology: Does this process include clear client behavior-based stages at which the rep must decide whether the current client is likely to buy and is worth pursuing?
5. Sales Performance Coaching: Do you have well-trained sales coaches who monitor sales approaches, activities and behaviors and provide targeted feedback for improvement?

If you answered “no” to any of the above, include the missing link and watch your sales team’s productivity improve.