As a CRO, you have many responsibilities, but one not to overlook is a concerted effort to coach your team. CRO’s are force multipliers - your ability to impart wisdom to your team will make your team more successful. The best ROI for your coaching time with your salespeople is qualifying.
Qualifying is the backbone of all successful selling. There are 5 stages of our Critical Qualifying Questions (CQQ’s) that we espouse in our selling system. However, no matter what selling system you use, your team must be strong qualifiers to succeed. The responsibility for growing that qualifying ability falls on you.
Selling Power has a quick-read, archived article that describes some fundamental questions your team should be asking of any prospect. The author compares qualifying prospects to investigative journalism. From the article (emphasis mine):
In many respects, qualifying prospects is like investigative journalism. The reporter (or, in this case, the salesperson) has to find out the facts of the story, based on who, what, when, where, why, and how. That means coming up with answers to the following questions:
Does the customer actually have a need for our products or services?
Can the customer afford to buy what we’re selling?
Is my primary contact the person who has the ability to make a buying decision, or is this person just gathering information? If not, who does have the authority to purchase?
All qualifying starts with a need so the author is on target. The CQQ’s from our Revenue as a System include Message, Motivation, Money, Methodology, and Market. When you are coaching your team, always keep the qualifying topic at the forefront.