The approach of asking questions can improve the performance of a sales team by empowering them to think through problems and develop solutions. Instead of simply telling the team to boost their numbers, asking them how they can help increase sales by a certain percentage in a specific timeframe prompts them to strategize and come up with a plan. This not only involves them in the problem-solving process but also gives them a clear goal to work towards. The role of managers and leaders in this approach is to help define and shape the problem, allowing the team to pave the path to the agreed-upon destination.
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CEO of Magpie Insights, Jarret Jackson, coaches organizations on developing strategies that are rooted in the capabilities of their people, improving the likelihood of successful change and execution. In his piece for "Forbes," he writes: "Empowering employees means asking good, meaty questions that prompt them to think through the problem. For example, rather than saying: 'The sales team needs to boost their numbers,' ask them and their leadership, 'How can your team help increase sales by 3% in the next three-to-six months?' In this way, managers and leaders have a very different role: helping to define and shape the problem, so that a team is empowered to develop a solution. The destination is agreed upon, but the path to get there has yet to be paved.
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