As a sales manager, don’t ask a silly question. The silliest question a new home sales manager can ask is, “how’s your traffic?”
I don’t care how many traffic units you get, I want to know how your sales process functions. By asking this simple question, you give sales people the idea that sales are predicated upon traffic. Ask questions that are centered around behaviors. Questions like how many second appointments did you get over the weekend? How many people did you take on the site this week? By simply changing the question you shift the belief that sales are a result of traffic, and reinforce that sales are a product of a thorough process.
When you ask silly questions you are teaching your sales staff that sales are a function of traffic verses a result of a proper sales process. Shift the responsibility to having a great process.
