Self-improvement guru Tony Robbins once said “successful people ask better questions, and as a result, they get better answers.” If you’ve just taken over an inside sales team, consider making this quote your mantra. We recently published an eBook entitled The 90-Day Inside Sales Success Plan. Inside, we interviewed some of the world’s top sales trainers, authors and executives. I was happy to see that some of the sales leaders offered new sales managers some sound questions to ask themselves and their team.
Want to lead your inside sales team successfully? Start by asking these 15 crucial questions:
A Sales Guy’s Jim Keenan recommends that you begin by learning “everything you can about the team, the environment, the objectives, your boss, your boss’ boss, the customers, the systems, etc. Then ask the following questions.
Wendy Weiss, The Queen of Cold Calling™, advocates having a specific process in place in order to make your team more efficient and effective. According to Wendy, the process should include (but not be limited to) asking the following questions:
Sales trainer Alice Kemper revealed how important it is to listen to reps’ sales pitch. You can either listen in on calls or listen to call recordings. Before giving reps feedback, it can help to ask them some questions including:
Even John Wooden couldn’t have coached a team to victory without having the right talent on board. Part of leading an inside sales team successfully will always be recruiting the right talent. According to QuotaFactory CEO Pete Gracey, before hiring a new rep, managers need to ask themselves these three questions:
Want more management tips from top sales leaders? Download The 90-Day Inside Sales Plan for free.
Jesse WestDirector of Lifecycle MarketingringDNA
Jesse Davis West is Director of Lifecycle Marketing at ringDNA, focusing on improving the experience and maximizing the lifetime value for customers across their entire journey. Drawing on 9 years of B2B marketing experience, Jesse is passionate about communication, branding and strategic marketing. He also plays a mean lead guitar and can throw down at karaoke.