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As the leader of your sales team, there are three things you can start doing right now that can immediately strengthen your "SWAT Team Selling" leadership effectiveness. Change your focus by changing your questions. Most sales managers, the reactive transactional managers, only ask "What" and "Who" focused questions. "What are you going to close this month and who's it going to be?" But that's only managing to results, which gets you involved too late in the selling process and decreases your chances of winning. Shift your questioning to that of a "SWAT Team Selling Process Coach." Asking "how" and "why" focused questions gets you involved much earlier in your rep's selling process. Sample questions include "How do you plan to sell this prospect?" and "Why aren't you calling on anyone outside of purchasing?" 3 Three Keys to Becoming More of a "SWAT Team Selling" Leader 1 2 About the Author Visit Jim Pancero's website, Pancero.com, for free additional articles and video clips that can help you and your team on your journey to competitive success and increased profitability. Define your "selling best practices" so you have a standard to coach toward. How can you possibly coach and teach a salesperson to improve how they sell if you do not have any selling processes or best practices that you can actually coach and teach reps to follow? Most sales teams (and their leaders) have nothing defined that can help them increase their selling efficiency and effectiveness. How many selling processes or "best practices" do you and your team have defined and are currently following? Premium Performance Meets Affordability www.globeslicers.com 800-347-5423 Globe Gas & Electric Countertop Cooking November/December 2012 27