At the core of all high-performing teams is a consultative selling training plan.

1.      What are the three things the sales force could do that, if done well, would significantly increase the volume and profit of the company?

2.      What would the sales force say is the single greatest thing blocking them from increasing their sales?

3.      If each layer of the sales team could change one thing about the layer above them, what would they change?

4.      What are the things that have made us successful? How do we expand on these things?

5.      What is the greatest weakness each of our competitors has that we can exploit?

6.      What do our customers say about us?

7.      What do our competitors say about us? What would they say is our strength and our weakness?

8.      What is the single greatest contribution you make to the company on a weekly basis?

9.      Do all people in the sales force truly understand what is expected of them in their jobs?

10.  When a sales person is not able to accomplish something, is it because of a lack of skill or a lack of attitude?

11.  What is each person doing in their job that is significantly better than the way they did it one year ago?  How about three years ago?

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