Are your sales reps doing enough new business prospecting each week? The reality of business today is things are getting back to normal now that the disruptions of Covid have passed.
As part of today’s normality, we’re finding salespeople are spending more time with their existing customers working to build relationships and uncover new opportunities to sell. But there is an additional piece that needs to also be present…ongoing new business prospecting. The vast majority of businesses need their sales teams to be actively prospecting for new customers.
The reality of all selling is you’re going to lose customers every year no matter what you do or how well you do. Buyers will change jobs, businesses will shut down or responsibilities will shift to other facilities. Today you just can’t count on existing customers staying around forever.
Keeping your new business pipeline full is critical for your long-term growth. What can you be doing, as the leader of your sales team, to make sure all of your reps are carving out prospecting time whether it’s once a day, an afternoon a week or even one or two days a week?
Join me as we talk about how and why looking for new business opportunities to truly grow your company is a critical long-term reality and responsibility of all members of your sales team…so they can sell even more!