I have recently had multiple conversations with sales leaders who complain that their teams are ineffective at sales discovery. Their teams don’t know enough about their customers. They don’t ask the right questions, don’t ask enough questions, and don’t apply what they learn to sell more.
Typically, my question back to them is, “So what are you doing about it?” I’m a firm believer that teams will rise to the expectations of their leaders, but those expectations need to be clear, succinct, and consistently applied and measured.
I also know that it takes 30 to 60 days of consistent focus to change behavior (the behavior of the sales professional AND the leader). Widespread, long-term change is daunting, though, so, here is my challenge to you… Take a 60-Day Sales Discovery Challenge with your team with the following steps.