Here are examples of facilitative questions that you need to think about when you are looking to increase your census. Note that since there are no answers to these questions (and of course answers often create the shape and direction of discussions), these questions are an example of how the process works, not a process in itself.

1. How is that working for you?
2. Is anything missing?
3. If there is something further you'd want but aren't getting? What's stopping you from getting what you want from your sales people?
4. How are you currently set up to fix this problem with the current resources you've got in place (i.e. internal trainers)?
5. What's stopping you from using your current resources to fix the problem?
6. What would need to know in order to consider doing something different from what you are currently doing in the area of sales training?
7. How will you know that whatever skills you decide to add will work with what you are currently doing, so that there won't be a breakdown, and you won't lose the success you've already attained?
8. What type of decision would you and your team need to make that's different from the one you made to have the training you are now running?
9. How do you plan on aligning the (management, partners, initiatives) so that if you decide to add new sales skills, they will be happy to work with you on the change?
10. What criteria would you need to have filled to understand that a different or alternate training approach would work alongside the approach you are currently using to give you (a higher closing ratio; a quicker sales cycle; increased customer retention; more referrals; increased sales from a unique/new customer base)?
11. How would you know that a chosen provider or solution would meet that criteria?; What would you need to know or see from us to know that our material would meld with what you've got in place?