Before training your sales teams on The Challenger Sale,

I believe these 5 structural questions to be critical:

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1. Incentives: are your hunters incentivized not only on activation but also on client adoption? Revenue, retention, features...
2. Scope: does their current scope and workload allow this significant conversational shift to happen? Initial meetings with prospects might take longer.
3. Company: is it a company effort? Not only on BDR/AE side but Growth, Marketing and Customer Success to name a few.
4. Ramp-up: do you have realistic expectations? Having ST inputs combined with LT outcomes.
5. Middle management: will Team Leaders be supported? Change management takes time and effort; it should not be a one-person job.

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