“What can we close today?”

Sure, ask how their weekend was. Of course, find out about the spouse and kids…make some small talk. It is important to connect with your team and find out what drives them.

Inevitably, you’ll spend time reviewing their recent deals. I bet you’ll analyze their sales funnel to death. You will most certainly get chance to offer some good coaching.

However, the most important question a sales leader asks is “What can we close today?” It should be one of the first things you ask as you get down to business. A salesperson’s primary function is to close deals and a sales leader’s primary role is to help them realize revenue effectively and efficiently. There is nothing more important for either of you than pushing deals across the finish line.

Over the next few weeks ask this question to every single salesperson you engage with. Ask it at the start of the conversation. Ask it every time you talk to them. When you do, something wonderful will happen: they will start asking themselves that question when you’re not around; they will start anticipate you asking and will have some answers ready next time you show up;  they will feel supported knowing you are there to help them close if they need it; and they may actually close some stuff today.

Wouldn’t that be nice?!

Feel free to reach out and let me know how this works.