Every Sales Manager needs a set of questions they’ll use to review their sales reps pipelines and qualify the deals in them. Those questions will tell them the probability each deal will turn into a real sale, and highlight risks of losing out to competition, or of the sale not going down.
Ideally the same questions will be applied to every qualification review. They’ll become part of the sales management process and help everybody work to the same rule book. Reps like easy reviews with their sales manager. Once they know the questions they’ll be asked they’ll work harder at finding the answers, before the review meeting.
Sales Managers will spend less time achieving more accurate reviews and improve the accuracy of their sales forecasts when they’re consistent with the review process and qualifying each opportunity with the questions asked of the rep.
But which questions should the sales manager ask?
How to do this and a lot more insight is described in our Sales Management tutorials.
Answers to Questions You Didn’t Know to Ask
You already know about selling, but maybe managing sales is a different matter. How about an introduction to the philosophies, strategies, and processes used by professional sales managers? That’s what you’ll get from our eBook Succeeding In Sales Management – Preview and Buy Here
Just a word of warning. Rigidly applying this sales management process never made me popular with my sales teams. Reps can be over optimistic, and some can even be desperate. Either way they don’t like sales managers raining on their parade. But for me at least that’s a secondary issue. Knowing the facts, being able to intervene to increases the chances of winning, and presenting accurate forecasts to my boss are much more important.
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Check out our Tutorials at the top of this page and for Successful Sales Management implement these ideas with Front Office Box.
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