3 Questions to Ask Your Sales Team
Be sure to ask your reps this important question. You might be surprised with (and benefit from) their answers.
2. ‘How Do You Invest Your Time?’
Asking your reps how they invest time seems obvious. But are you asking them? And are you prepared for the answers? Find out.
Are your reps feeling forced to post updates on LinkedIn? Or to blog about the company? Are they feeling pressure to, in essence, become marketers? And is this pressure fueling resentment and/or unproductive negative emotions?
Instead, today's most productive socials sellers are happy to:
- research potential buyers on LinkedIn and other social channels
- hunt for buyers by searching and then cold-emailing them
- listen for signals and trigger events in their prospects' LinkedIn activity stream
3. Would You Rather Reassign That Time?
This is the question most leaders are afraid to ask. Because they either know or sense what the answer is. But asking your reps if they would rather reassign their time isn't setting yourself up for failure. Because the second part of the question is highly opportunistic:
Why or why not?
Understanding why your sellers, as individuals or as a team, want to do more or less of anything is the path to sales excellence. Asking reps to justify their decision facilitates introspection. Reps are forced to examine the answer they just gave!
Yes responses indicate “this isn't working.” Probe deeper. Why isn't it working? Again, my experience points to the “hunter/farmer” (seller/marketer) issue.
No responses point to productive sellers — reps making the best business use of social media and tools like LinkedIn Sales Navigator.
“No, I don't want to reassign my time away from LinkedIn. It's invaluable to me. Here's why ...”
The Market Is Changing
When it comes to social selling, we are all gaining experience. Maturing. I'm experiencing sales and marketing clashing behind the scenes. The backlash against social selling is becoming tangible.
Reps are pushing back. But others are excelling. How are they making more productive use of social?
How will you steer clear of this potential (or existing) clash? I suggest asking these three questions in your pipeline meeting. What do you think? What has been your experience?