The Socratic Secret to Building a Self-Sufficient Team

Y’all, let me hit you with some real talk. The conventional wisdom out there says that as sales leaders, we gotta be these all-knowing oracles that our reps turn to for answers.

But hold up - what if I told you that the best leaders do the exact opposite?

Instead of handing out directives like they’re candy on Halloween, they ask these probing, thought-provoking questions that straight up force their reps to think critically and find solutions on their own. This ain’t just some clever trick, y’all - it’s a transformative approach that builds stronger, more self-sufficient teams.

Just think about it for a sec: when a rep comes to you with a problem, your gut reaction might be to just give ‘em the answer and move on. But all that does is teach them to rely on you like a crutch. Instead, imagine guiding them with questions that make ‘em dig deeper, really analyze the situation, and come up with their own solutions.

This shift doesn’t just level up their problem-solving skills; it also fosters this sense of ownership and accountability. It’s an absolute game-changer, and it’s about time we all embraced it.

As an experienced sales leader myself, I’ve spent years documenting best practices, honing my self-awareness, and mastering the art of delegation. My journey has taught me that the most effective leaders aren’t the ones who have all the answers but the ones who know how to ask the right questions.

This Socratic approach to coaching isn’t just about improving individual performance - it’s about transforming the entire team dynamic.

Asking Questions Builds Reps’ Critical Thinking Muscles

Simply telling reps what to do is like giving ‘em fish to eat. Sure, it solves the immediate problem, but it doesn’t teach ‘em how to fish for themselves. When you ask questions, you’re teaching them to think critically and develop stronger diagnostic abilities.

Studies show that active problem-solving enhances diagnostic skills, with a 22% improvement in critical thinking (Dochy et al., 2003). This means that by guiding reps to analyze situations and connect the dots, you’re helping them uncover the root causes of challenges and come up with better solutions in the long run.

So often, reps come to us with questions. Our response back should almost always be a question, because when we always give ‘em the answer, we’re teaching them that we have all the answers.

That means they’re always gonna come to us for it, versus, “Hey, how do I handle this objection? Have you checked the playbook yet?” “No.” Okay, well check the playbook real quick, come back to me.

We’re guiding them to where they need to go.

Questions Inspire Reps to Take Ownership

Directives put the onus on the leader to have all the answers, but questions put the onus on reps to find solutions themselves. This drives greater accountability, engagement, and motivation in reps.

Open-ended questions stimulate problem-solving abilities (SalesRabbit, 2023), making reps feel empowered as problem-solvers, not just order-takers. When reps co-create solutions through questioning, they own those solutions more deeply.

WWKDA, right? Not WWKDD. Not what would KD do? WWKDA. What would KD ask? Because you knew I was gonna be asking questions along the way to understand, but also guide - that needs to be your thought.

The Questioning Approach Models Curiosity

The best coaches are insatiably curious learners themselves. By asking questions, you model an open, inquisitive mindset for your reps.

This inspires reps to get curious about customers’ needs, leading to a deeper understanding of buyer challenges. As a result, reps become more consultative problem-solvers, not just pitchmen.

Ask it with intention. “How are you doing? I want to know for real. Like, how are you doing right now? Why?” Why can come across the wrong way. If you don’t do it right, there are better ways to ask these questions, right?

Why can sometimes come across almost accusatory. “Oh yeah, I’m doing this. Oh, like, why is that?” You gotta be careful with that tone versus “What will that allow? What will that cause?” Right? “What’s the impact of that?” Those are better questions than “Why?

That’s a Wrap

The best sales leaders resist the temptation to have all the answers. Instead, they ask thought-provoking questions to build critical thinking. This Socratic approach drives ownership, engagement, and curiosity in reps, resulting in a more self-sufficient, consultative sales force.

Reps develop into skilled problem-finders and problem-solvers, capable of navigating complex challenges on their own. It’s time we embraced this transformative approach and built stronger, more resilient teams.

By shifting from directive to inquisitive, we not only empower our reps but also create a culture of continuous learning and improvement. So the next time a rep comes to you with a question, remember: WWKDA. What would KD ask?

Because the right questions can lead to the best answers.