Ever feel like your team just isn’t thinking things through? During my speaking customization interviews I often hear leaders’ frustrations about younger employees’ lack of figuring things out for themselves and seeking permission slips for every decision. But here’s the real question: Are we giving them the space to think critically, or are we just giving them quick answers in the name of efficiency?
It’s easy to blame the next generation, but let’s be honest—leaders play a role in this too. If your team keeps coming to you for solutions instead of solving problems on their own, it might be time to change the amount of guidance you provide and the way you respond. Instead of just providing an answer, challenge them with questions that develop their critical thinking skills:
- What have you tried so far?
- If you had to guess where to find this information, where would you start?
- Have we dealt with a similar issue before? How did we handle it?
- If I wasn’t here, how would you approach solving this?
And this isn’t just a workplace issue—it starts early. Parents, you are your child’s first leader. Instead of handing out solutions, try asking:
- What do you think will happen if you try that?
- What can this (story, movie, situation) teach us about our own lives?
- Would you rather… (allows opportunities for weighing pros and cons)
When we prioritize critical thinking over quick solutions, we create a team of problem solvers, not just order takers. That’s where T.H.I.N.K. comes in—a model I designed to help sales teams, individual contributors, and leaders step back, analyze, and make better business decisions.
T.H.I.N.K.: The Five Steps to Smarter Decision-Making
Critical thinking isn’t about taking longer to make decisions; it’s about making smarter decisions. Here’s how the T.H.I.N.K. model helps sales teams and leaders generate value beyond transactional sales.
T – Target the Real Issue
Before diving into a solution, stop and ask: What’s the actual problem here? Too often, we rush to solve the wrong issue because we haven’t taken time to understand it.
- What’s happening, and why is it happening?
- Are we making assumptions without evidence?
- What’s at stake if we don’t solve this correctly?
For sales teams, this could mean looking past a customer’s immediate objection and understanding their deeper concerns. For leaders, it means recognizing whether a team challenge is about skills, processes, or mindset.
For those still developing their skills, it means pausing before reacting and asking themselves, Am I focused on the right issue, or am I just jumping to conclusions?
H – Hunt for the Right Information
Once you’ve defined the real issue, it’s time to gather relevant information. But beware—the internet is full of answers, not all of them good ones. Critical thinkers don’t just look for data; they evaluate what’s credible and what’s noise.
Ask yourself and your team:
- Where can we find reliable information?
- What do the numbers actually say?
- Are we ignoring information that contradicts what we want to believe?
Sales professionals should go beyond surface-level research and dig into customer data, market trends, and past successes. Leaders should ensure they’re making decisions based on facts, not just gut feelings.
For those still growing, this step means developing research skills—learning to verify sources, ask for guidance, and cross-check facts before making a decision.
I – Investigate Alternative Perspectives
Great decisions rarely come from looking at a problem through just one lens. The best salespeople and leaders challenge their own thinking by seeking other viewpoints.
Consider:
- What would someone with a completely different perspective say about this?
- Are we stuck in “this is how we’ve always done it” mode?
- Have we asked frontline employees or customers for their input?
Sales teams can use this step to tailor their approach to different personalities and buying styles. Leaders can use it to create stronger, more inclusive decision-making processes.
For those developing these skills, it’s about actively listening to different perspectives, questioning their own assumptions, and being open to new ways of thinking.
N – Narrow It Down & Navigate a Solution
Now that you’ve explored multiple perspectives, it’s time to synthesize what you’ve learned and decide on the best course of action.
- What are the most important factors driving this decision?
- What are the potential consequences of each option?
- If we move forward, how will we measure success?
Sales teams can use this step to craft proposals that address customer pain points and business objectives. Leaders can use it to ensure their teams are aligned and ready to execute.
For those still growing, this means practicing decision-making—learning to weigh pros and cons, take calculated risks, and be accountable for the choices they make.
K – Keep Learning & Adapting
Critical thinking isn’t a one-and-done process. The best leaders and sales professionals reflect on their decisions and adjust accordingly.
- Did the solution work? Why or why not?
- What lessons can we apply to future decisions?
- How can we refine our approach to think even better next time?
This step ensures that individuals and teams continuously improve rather than repeating the same mistakes or relying on outdated methods.
For those still growing, it’s about embracing a learning mindset—being open to feedback, admitting when something didn’t work, and striving to improve every day.
How Leaders Can Foster a THINKing Culture
If you’re a leader and you feel like your team lacks critical thinking skills, don’t just tell them to think—teach them how.
Resist the urge to give quick answers. Instead, ask guiding questions that help employees think through problems on their own.
Reward problem-solving, not just results. Recognize when someone takes a thoughtful approach, even if the outcome isn’t perfect.
Encourage team debates. Healthy discussions challenge assumptions and lead to smarter decisions.
Be open to being challenged. If you want your team to think critically, they need to feel safe questioning ideas—including yours.
For those still developing, the key takeaway is: Don’t be afraid to ask questions. Engage in conversations, challenge yourself to think deeper, and seek mentors who push you to grow.
Final Thought: THINK Before You Act
The world is changing fast, and the ability to think critically is more valuable than ever—especially in sales and leadership. The next time you or your team face a challenge, don’t just react. T.H.I.N.K.
By following these five steps, you’ll make better decisions, drive greater value, and develop a team of independent, strategic thinkers. And in a world where too many people are running on autopilot, that’s exactly the edge you need.
Are you ready to THINK differently?
