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The One Critical Question Top Sales Managers Ask of Their Sales People

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Sales people are inherently optimistic. Yet, the same optimism that helps them succeed also causes them to fail. In this episode of The Sales Management Minute, learn the question top sales managers ask of their sales people to ensure success.

Johnny is fired up! He just got off the phone with his prospect and everything looks great. You can even see the dollar signs in his eyes. In his mind, the commission dollars are spent. He’s not thinking strategy anymore. Victory is his…or is it? After several unreturned voicemail messages, Johnny receives an email from his prospect. They’re going with someone else. Johnny is devastated. Yet, this outcome may have been avoided if his sales manager asked him one critical question.

Sales people, by nature, are optimistic. It’s one of their success characteristics. However, their optimism often blinds them of the perils within their potential deals. Top sales managers ask one critical question of their sales people when it appears a deal is nearing the finish line… Why won’t this deal happen? By asking this question, sales managers and their sales people identify deal pitfalls and formulate strategies to avoid them.
Don’t let optimism blind your sales people from the holes in their deals. Ask them why the deal won’t happen … and they will be prepared to make sure it does.

See you next time on the Sales Management Minute.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.