The targeted setting
This technique works equally well in targeted applications. In other words, when the request is focused on a particular functional area or business need. For example, in our quarterly sales reviews, our Marketing team is often invited to learn about the Sales team’s experience in the field and how they can best support them in driving business. In preparation for such a meeting you might ask the Sales team to complete this sentence:
“The marketing team can help me sell more of our products/services by”
As before, asking this question can yield insightful feedback like:
“…running our awesome lead gen webinars monthly instead of quarterly.
”
“…producing a one-page customer-facing summary sri lanka telegram data of our competitive differentiators.”
“…increasing the spending on our SEO campaigns because they produce the highest quality leads.”
The key here is listening and aggregating the feedback, this time in a more targeted and context-specific fashion.
Sales leaders often meet with their reps in a 1:1 coaching context to discuss operational and developmental needs/blockers. In these cases the blockers you’re looking to uncover will be more personal; things people may not be comfortable sharing in a group setting. The question, however, can still be the same:
e. my manager) had more 1:1 coaching time.”
“…my experienced teammates were more willing to share their winning secrets.”
“…if I were able to strike a better work/life balance.”
The key here is being sensitive to the needs of the individual while at the same time using these aggregated insights to improve the effectiveness of the team.
BONUS TIPS:
Ask often
Like most sales effectiveness strategies, this one should NOT be “one-and-done.” Asking this question often across these three contexts will yield a constant stream of small but actionable insights. So get in the habit of asking!