Steal Paul Sargeant’s 9 x Question Framework (to get the truth from your sales reps) and finally get a reliable forecast + predictable revenue.
____
It's tough being a Founder turned sales leader.
You quietly feel out of your depth managing and holding snr sales reps accountable.
It’s hard.
You didn’t train to be a Sales Leader—you built your company.
Yet here you are, managing experienced sales reps who know exactly how to:
- Avoid tough questions
- Redirect conversations away from key questions
- Predict your questions and sidestep them altogether.
More often than not, you leave a meeting feeling like you got “managed”?
You asked the Qs, but somehow, the answers didn’t follow.
Because reps will gladly tell you:
- What they are selling
- When they think they will buy
- How much they are selling it for.
But what about the stuff that actually drives predictable revenue?
For a reliable forecast, opinions and hopeful timelines, won’t cut it.
Instead, you need:
1. A fact-based view of the deal
2. A strategic approach to closing
3. Early groundwork to make that last mile easier.
That’s where your conversations with reps come in (to get the answers you’re looking for).
Here’s exactly what he asks to get to the truth…
My 9-Question Framework
1. When will it close?
2. Why will it close then?
3. Who gave you this info?
4. How much is your opinion?
5. Are all these answers verified?
6. Why is that person’s input reliable?
7. Were they the ones wrong last time?
8. What’s changed since the last update?
9. The exact steps remaining for final approval?
(ask in deal reviews, 1-on-1s, or team meetings)
Why This Matters...
The key isn’t just hearing how much + when—it’s understanding why + how.
This is where you can rely on your forecast.
This is what makes your revenue predictable.
Deal in facts, not hope.
P.S. see comments for a bonus question to always ask your reps📌
P.P.S. drop your go-to question to keep reps accountable in the comments so others can learn 👇
No comments:
Post a Comment