Become a better problem-solver with questions that clarify issues, create solutions, and empower your reps to convert a sticky problem into a new opportunity.
by
Karli Stone
UPDATED Nov 19, 2024
5Min Read
Great sales leaders are problem-solvers.
They have the ability to see around, beneath, and within complex problems to find smart solutions and take the best possible action.
And there is no better way to do that than by asking the right questions.
With the examples in this guide, learn how to improve problem-solving skills by asking questions that clarify issues, create solutions, and empower your reps to convert a sticky situation into a new opportunity.
We thought we’d ask the experts: What exactly does good problem-solving look like?
According to the Apollo team, here are the qualities of a stellar problem-solver:
“In my experience, a good problem-solver is someone who takes any challenges or hurdles thrown at them and is somehow able to find the solution even if it means looking under a rock for it.” – Gerardo Benitez, SDR
“A good problem solver is someone who’s incredibly curious. Having an authentic curiosity in understanding the problem allows you to uncover all components of the problem, including the root-cause, vs rushing into an early conclusion without all of the necessary data.” – Erik Arellano, Sales Manager
- Erik Arellano, Sales Manager at Apollo
Great problem-solvers are strategic and open-minded. They are receptive listeners who prioritize collaboration, communication, and creativity. When it comes to managing a sales team, there are infinite opportunities to exercise these qualities. Common problems that arise in sales organizations include:
Sales is no walk in the park; and one of the most important sales manager skills that will help you eliminate these roadblocks is asking both yourself and your team the right questions.
You can’t solve problems if you don’t understand them. Before jumping into developing solutions, always start by asking questions to uncover the whole picture.
Clarifying questions also helps you prioritize tasks and resources. Sometimes a problem isn’t as important as it initially appears (or other times it’s more so). Sales managers who understand exactly what’s happening and where the stakes lie can properly use their time and resources towards finding an appropriate solution.
Finding solutions is the core of problem-solving. Asking these questions will help you generate ideas and find strategies for quick fixes.
While you question and explore solutions with your team, make sure the ideas being generated are consistent with relevant goals and objectives (e.g. hitting success metrics, increasing customer satisfaction, closing deals with SQLs, etc). Only then will you arrive at expert solutions that get you the right results.
Every team member is a source of valuable thoughts and innovative ideas. But, oftentime, people who have good ideas aren’t given the opportunity to contribute and they grow disengaged. Surveys show that globally only 15% of employees feel engaged in their work.
A great leader knows how to ask the right questions to uncover ideas and empower more people in the decision-making process. Research shows that the companies that know how to empower their teams develop employees who are happier, more engaged, and 40% more productive.
Asking empowering questions also encourages team members to become better problem-solvers themselves, creating a team of dynamic thinkers and confident do-ers.
Once you’ve generated new solutions, you need to put them into action. These are some questions that help sales leaders set success metrics, delegate tasks, and organize action:
Great problem-solvers know that problems are prone to come back in full force if the root cause isn’t solved.
To prevent future hiccups, leaders should work collaboratively with their teams to optimize and improve their processes. Use these questions to help you reflect on what could be done differently and develop a roadmap for future success.
It’s important to keep in mind that not every sales obstacle requires a holistic, multi-step approach. Smaller problems like a CRM inaccuracy or a missed deadline for a minor project might only require one direct question to the right person.
But no matter the size of your current problem, you can be sure that having top-notch questioning skills will result in better solutions and more self-assured problem-solvers across the organization.
Pro tip: Prevent problems before they ever arise with Apollo's end-to-end B2B database and sales intelligence engine. Check out our blog on five quick ways to begin in Apollo and sign up for a free account here.
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