The Coaching Effect Blog

5 Most Important Questions for a Sales Manager to Ask

Posted by Kristi Shoemaker

April 11, 2012

Dave Kurlan, president of Objective Management Group, was a featured instructor at ourDave Kurlan assessment tools expert spring Sales Coaching Summit. Dave continues to pioneer the sales assessment industry by providing EcSELL Institute members with crucial insights into sales force intelligence to ensure you can answer the “5 Most Important Questions”.  Here are the highlights from his Summit session.

"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 answers
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 help managers identify hidden issues with people, systems, processes, strategies, sales management, messaging, pipeline, motivation, training and development.


If you would like a copy of Dave Kurlan's Summit slide deck, simply leave your name and email in the comments section below OR send your request to 

Assessments fall into Talent Identification and Acquisition, which is one of the Six Pillars of Sales Productivity.

Read this related article "Hope Is Not A Strategy"

Topics: Talent Identification/Acquisition

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