- How do you know if the team is doing enough of the right activity, early enough, to ensure the revenue you need next month/quarter?
- How do you know that the quality of the pipeline is as good as the quantity?
- How do you decide which opportunities from the pipeline, will actually land, as opposed to an approximate percentage, which is rarely helpful in big ticket sales?
- If I joined your sales team tomorrow, how detailed would your description of the ‘best doors to knock on’ be?
- How early will you know if I’m going to succeed in the role, before the revenue arrives?
- If you decide to spend more of your valuable time with the weaker performers (I get why), do you risk ignoring the behaviour that you want by rewarding the behaviour that you don’t?
- Honestly, how good a coach are you?
- What is the sales capacity of each sales person and which ‘levers’ could you pull for each person, to make the best use of it?
- If you can’t answer the above question, how do you justify the recruitment of additional resource?
- When you do recruit, how do you establish what good looks like?
- How often do you test the actual sales skills you want before you hire someone?