When people are asked what they fear the usual list is something like; snakes, dentist, public speaking, in-law visits and job interviews. The nemesis of generations for sales professionals has been and remains the fear, reluctance, and outright abhorrence for prospecting.
The bane of any sales organization, as well as sales professionals is not having enough prospects filling the proverbial pipeline. Company owners and sales managers universally grapple with this phenomena.
In Arthur Miller’s classic book “Death of a Salesman” Willie Loman is portrayed as the stereotypical sales person whose techniques and tools have become passé.
Generations of psychologist and sales consultants have sought to advise the business community regarding best practices to circumvent this problem.
Today businesses continue to search for the magic elixir which includes:
Begin with the recognition that the fear of prospecting is present to some degree in everyone. Even the best performing sales professionals go through slumps akin to a professional athlete. The results of the behavior is an anemic or totally empty pipeline.
The second step is a frank conversation with sales management and individual sales professionals using their real numbers. We suggest NABC proprietary LAP$ Calculator to assist in the discussion to establish baseline expectations:
The next step is an assessment of the current prospecting method being employed and why it is not producing desired results. Often this can be accomplished by setting up a log of actual time spent prospecting, as well as call prospect monitoring. These two together help diagnosis the problem.
Invariably time management, prospecting technique, and skill become very apparent. These can then be addressed in training and coaching sessions.
The final step is a plan to execute prospecting on a routine basis with built in accountabilities using a tracking (technology) mechanism usually manifested in one of the many CRM (Customer Relationship Management) system currently available in the market place.
If you are interested in improving your sales organization’s performance give NABC a call at 480-229-7800 or email firstname.lastname@example.org for a free discussion and assessment.
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