Office Chair on Fire3 Must-Ask Questions that Every Sales Professional Should Ask Management

With 2014 upon us, many people are experiencing promotions, lateral moves into different sales roles, and some are even exploring new opportunities in different companies. Irrespective of reason and requirement, not all companies are built the same. You’ll want to nudge, probe and ask questions to your sales leadership and management that makes them a little uncomfortable.

Trust me – they won’t kill you. And you’ll discover a lot more about the management and company in return. Sounds like a win-win to me.

If you’re in a current sales role, or interviewing for one, you’ll need to be mindful of a lot. Quotas and commission structures are important, but there’s a lot more to consider that many are missing. Here’s a helpful list of things you may not have thought about before. Feel free to leave a comment with any other questions/topics that you think are important.

What’s the Sales Culture of this Company?

That’s a fairly broad question and topic so let’s get detailed for a moment. You’ll want to make sure that the culture of the company you’re in – or, are about to join – prides and rewards innovation. If you plan to be a cog in the wheel, this question really isn’t for you. But if you plan on being an A Player then this one is a must-ask.

Companies that constantly innovate are trying new things all the time. They’re never satisfied with the status quo and are pushing boundaries. Keep in mind, though, that if you’re an individual that doesn’t handle change well, then sometimes you may also get “pushed around” in the midst of these explorations your company is taking. Accept that and be comfortable with it. If you’re ready to double-down on growing and learning, innovative companies are the best for you.

This means that they embrace new ways of doing things (like Social Selling) and be comfortable with ensuring that all sales staff are in a constant cycle of learning.

How do you Reward Sales Professionals?

“What a dumb question” some of you may be wondering, but hear me out for a second. Psychologists and business gurus are now all espousing the linkages between motivation and performance. And guess what, it’s not all about money. Daniel Pink brilliantly addresses this fact in his latest book Drive (Amazon link and TED Talks link). Some of the best company cultures reward their team members with opportunities to advance knowledge, trips abroad for charity missions, and different departmental projects that take into account their skills and passions.

Yes, “it’s all about the numbers” but trust me you’ll want to shoot yourself if you’re not going to be challenged and motivated. Life is and has to be more than just about numbers. This isn’t just good for employees but good for business, too.

Corportate Culture Table Light Edit

Where Does the Customer Fit?

A lot can be deduced from seeing how a company treats its customers. And this is a direct reflection on management – so make sure you ask this.

If the company management’s behavior indicates that the customer is bothersome…run. Run far, far away. If they’re making a lot of money, even more reason to run. Because that gravy train won’t last forever. If you’re here to build a rock solid career for yourself, then learning has to be at the center of this. You won’t learn anything from this type of company culture. In fact, you’ll be wasting an opportunity to be learning elsewhere.

Company cultures that keep the customer front and center in their business models are incredible places to work. I’ve had the fortune to work at places like this, where customer experience is baked into the mission statement and then deconstructed to reflect in every department.

The Bottom Line

Innovation, learning and customer experience should be at the core of every sales professional. But unfortunately, we know this not to be the case. This is a direct reflection on company cultures where we “grow up”. But the bottom line is that it’s up to us to expand our knowledge and advance ourselves.

Social Selling brings together all three of things. It’s not difficult, it’s just different. Got questions on how to get started? We’ve got answers. Book some time with me below to learn some live tips, tricks and tactics.

To learn more about Social Selling check out 10 Steps to Becoming a Social Selling Machine or 9 Steps to a Winning LinkedIn Profile for Sales Professionals. For tips, tricks and more rants, we could always set-up a time to chat using my below schedule …

Amar Sheth

CTA

So what are you waiting for? Download the below guides .

9 Step Thumb10 Step Book

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Feb 18, 2020 8:00 am
CEO Summit: What 46 Different CEOs Wanted Their Sellers To Do

I was in Nelson, British Columbia recently for an extreme skiing trip in the Selkirk Mountains. I had the opportunity to live on top of Baldface Mountain for a week with 46 other CEOs, and it was incredible to listen to the pitfalls, challenges, best practices, and opportunities in each of their businesses.

Feb 11, 2020 12:25 pm
Starting The Year at Zero: You’re Behind. Now What?

I’ve been fielding a lot of questions and calls over the last few weeks – and there’s no question that every Chief Revenue Officer is panicked. Outside of their annual referring revenue (the billings they need to protect from the core), there’s always a gap, and they all have to start at zero every year … Continue reading “Starting The Year at Zero: You’re Behind. Now What?”

Feb 4, 2020 8:00 am
Management Crisis: Converting the Sales Manager Into a Coach

Lately, we keep hearing time and again from customers that frontline sales managers are falling down at a pace that is clearly a four-alarm fire! I back what people have been saying on podcasts and webinars I’ve engaged with about a management crisis, and agree with them. There’s no question that frontline sales managers – … Continue reading “Management Crisis: Converting the Sales Manager Into a Coach”

Jan 28, 2020 8:00 am
Relationship Mapping: The #1 Hole In Key Account Plans

I was in Paris this week launching a social selling program for a global enterprise account that has thousands of sellers. For the majority of social selling launches, companies typically look at modernizing their digital prospecting to find net new markets and accounts. In fact, this is how 75% of companies look at modern, digital … Continue reading “Relationship Mapping: The #1 Hole In Key Account Plans”