I’m quite privileged to meet and interact with executives from an extensive array of sales solution companies, at all stages and strategies of development, experiencing various levels of success. During those interactions we discuss how to really put the sales pedal to the metal, and it has everything to do with traction.
More often than not, they have a worthy product, with great potential. But, like bald tires on ice, they’re trying and failing to get the company moving forward with too few people and less-than-adequate resources. After 10 or 12 months, they invariably reach out for some form of help.
At this stage, they’ve recognized that, despite wheels spinning, they’re not getting to their destination.
It can be difficult in these situations to know where to start. And so I’ll get this question, “What can you do to help us?”
What they’re really asking is “What do you recommend we do, and in what order?” Before I can begin to answer their question, I first ask several of my own.
Here are 15 key questions I might ask you in order to gain sufficient insight into your current situation, and to identify the prime opportunities for achieving positive traction.
By answering these questions, you can quickly detect where the trouble-spots are. In my experience, people are too close to the issue to be an objective observer. Often, they’ve hashed it out so many times, it’s difficult to look at it with a fresh mind. Asking very targeted questions such as these can help.
There are certainly other questions that can provide clues to where you should focus your attention, energies, and resources. But this is a great list to get you on your way. Whether you would like our help, or whether you choose to go it alone, answering these questions will help you recognize what the main challenges are, and which are the real obstacles on your road to success.