4 Questions a Manager Should Ask (and 1 They Shouldn’t)
Sales reps are … well … different.
Managers need to understand that. They think they do, but they don’t.
On a call with a company president last week, I heard something unique:
“I appreciate my sales reps. I just don’t understand them enough to lead them properly.”
This. Was. Huge.
Admitting you know what you don’t know is a far cry from believing you know but you really don’t.
Managers need to ask their reps four questions in order to best support them:
- What do you need from me?
- What do you need from the company?
- What are your top priorities for the week?
- What is the best time for us to meet on a regular basis?
These four questions get to the heart of effective sales management. Asked weekly, they keep the focus where it should be as opposed to this, the worst question a manager can ask:
“Did you sell anything today?”
Mark Twain once said, “Better to remain silent and be thought a fool than to talk and remove all doubt.”
In other words, managers/presidents/owners who don’t ask the right questions should ask none at all, stay in their lane, and leave the sales force alone.
Bill Farquharson has had a more bad managers than good. Actually, there was only one decent managers. The others sucked. Anywho, he can be reached at 781-934-7036 or BillFarquharson.com.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.