10 questions to ask to get to the source of underperforming sales
Underperforming sales can be a stubborn problem.
Because finding the source of the issue isn't always easy.
Here are 10 questions you can use to start investigating:
Do you have processes and playbooks for the sales team to follow?
Are top performers actually using those processes and playbooks to sell, and if not, why not?
Is anyone investing time to coach salespeople on a consistent basis - with consistent follow-up?
Have you listened to what prospects are saying when they say no for intel on the value prop?
Have you listened to what people on the team says is contributing to underperformance?
When was the last time the team was doing well?
Is this more of a slow downward slide, or specific change in conditions?
What is the source - or are the sources - of the change?
Can this be symptom of something else underperforming, like the product itself or how it’s marketed?
What biases do I have in answering these questions that may block getting to the root of the problem?
This list certainly isn't exhaustive.
But when we want to get to the bottom of a sales problem...
These are some of the questions we use to get started.
What would you add?
