When you’re in sales, things can get hectic fast, so it’s always good to know that your sales manager has got your back.
There are myriad factors that could contribute to a lack of sales, but no matter what it is, if your sales manager is good, they’ll have the solutions to help you press on and succeed. Sales managers are successful when their sales team is successful.
But if your sales are slumping or you’re looking to exceed your sales goals, here are the 6 questions to ask your sales manager every week:
1. What is (and isn’t) working?
One of the most important questions you can ask your sales manager every week is “what’s working in terms of sales tactics and goals for the week versus what has been proven to not work previously?” This question can help you suss out what needs to be accomplished, and your sales manager will likely have several answers for you.
Each week will yield different answers as the sales and the customers will vary from week-to-week. Let’s say you’re in the midst of trying to close a sale that maybe has taken a few weeks to get to the closing stages. Your sales manager will be able to help you identify what’s working and what isn’t so you can effectively close the sale. This question also helps you gauge your performance and set expectations.
2. How can we make next week better than this week?
In sales, it is always about striving to land bigger and better sales; trying to out-do yourself with each passing week. You measure your success in sales by the deals you close, and your sales manager is going to be able to tell you exactly where you stand each week. They may have a motivational pep talk if you’re having a down week, or they may consult with you to surpass your already impressive numbers when you’re up.
Sales can be a gamble, but your sales manager can help you navigate your sales goals each week. Their feedback is coveted and it can assist with any anxiety you might feel about meeting your goals. In sales, there’s always next week to do better than the week before and if you push yourself with a bit of coaxing from your sales manager, you’ll exceed your weekly numbers in no time flat.
3. What metrics are we tracking this week?
Sales, like nearly all other moving parts of a company uses a ton of data to track operations, marketing, and, of course, sales. This is one question you’ll want to check-in with each week, as sales goals could change and your sales manager may have different, specific metrics to track every week. You want to always be sure that you know what your sales manager is looking for. (By the way, it’s quite easy to know exactly where you stand if you use an AI-Powered CRM, like Spiro, that provides insightful sales reports and accurate forecasting.)
You’ll look like a hero if you excel at your sales job and make your manager’s work life easier. It is also important for you to familiarize yourself with the various types of sales data that is tracked so you can be more aware of what is being expected of you. This sales data is also incredibly important to the company as a whole, as sales typically drives many other factors including development, hiring, and more.
4. What are the client’s expectations?
Each week brings new clients, and with each new client comes a new set of expectations. Your sales manager should be good at identifying their expectations based on what they know of said client. Their experience and expertise will provide you with the answers you’ll need to successfully satisfy the client and close the deal. Sales is all about relationships and if you need help in figuring out what the client expects from you, look no further than your exalted sales manager for guidance.
5. What are your expectations?
Every week, your sales manager is going to have expectations for the team. In sales, expectations can run high and they may not always be so transparent. If you’re unsure of what your sales manager expects of you, then you need to find out before you become the loose cog on the proverbial sales wheel.
Now, these may be individual sales goals that the sales manager assigns or they could a departmental goal that the whole team works towards under the leadership of the sales manager. There are a variety of scenarios, but the bottom line is that you need to know the level of performance that your sales manager expects from you each week. The simplest way to find out is to just ask.
6. What is the plan-of-action for this week?
Every good leader has a plan, and your sales manager likely has one that looks to have a successful sales team. Since you’re checking in with your sales manager every week, it only makes sense to ask about a plan-of-action. Your sales manager may want you cold-calling or maybe you’ll be in client meetings or prospecting email lists; whatever it is, it is all part of a plan (or at least should be).
Once you have an idea of what the plan for the week is, you can better focus your time and effort on that plan, contributing your part to execute it under the direction of your sales manager.