Liberate Your Sales Team

As we head into the 4th of July here in the States I am acutely aware of the struggle sales people encounter when prospecting. They are told by sales managers to walk in doors, dial for dollars. They rest on what I believe is a false premise - that the more you contact, the more you'll close.

Let's have a moment of honesty. you are going to do business with the people and companies that need what you have to sell. You can spend your time playing the odds. Or you can spend your time building relationships and researching the ideal client. You are going to spend the same amount of time. However, evidence shows that you will make more sales with the latter plan.

So, what is the goal? Is it to increase business or follow a process? If it's to increase business, encourage your sales team to spend time identifying prospects that look promising instead of on the phone dialing randomly. Suggest they continue to build relationships with potential referral partners so they can get introductions to qualified prospects. Monitor their results more than their specific activity.

There is a difference between activity and productivity. Which would you prefer? 

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