The Coaching Effect Blog

The Coaching Effect Blog

    The 5 Most Important Questions for a Sales Manager to Ask

    by Kristi Shoemaker / April 11, 2012

    Editor's Note: This post has been updated for accuracy and comprehensiveness on May 15, 2020

    Dave Kurlan, president of Objective Management Group, was a featured presenter at our Spring Summit. Dave continues to pioneer the sales assessment industry and provided EcSell Institute clients with crucial insights into sales force intelligence to ensure managers can answer the five most important questions listed below. Here are the highlights from his Summit session.

    Here are the 5 Most Important Questions for a Sales Manager to Answer:

    1. Do We Have the Right People in the Right Roles?
    2. Can They Execute Your Changing Strategies?
    3. Can our non-performers be saved?
    4. What Impact is Sales Management Having?
    5. Who Can Make the Transition to Sell More Consultatively?

    Dave showed how using an assessment tool can help sales managers answer difficult, and often impossible to answer business questions.  He showed that adding an assessment to your management tool kit will provide timely, relevant, and insightful sales force intelligence to help make informed business decisions. A science-based assessment tool will also help managers identify hidden issues with people, systems, processes, strategies, sales management, messaging, pipeline, motivation, training and development.


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    Tags: Talent Identification/Acquisition

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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