Is your business-to-business sales team understaffed, overworked, and still dealing with delivery delays and supply chain disruptions? This is the normal sales environment I see today in most businesses. And we still expect these same reps to also continue prospecting and generating new clients in addition to increasing their overall sales.
Because they’re so overworked, too many salespeople are cutting corners as they just try to keep up with all the demands and distractions on their time. Sound like any of your sales team?
One of the first areas I see reps ignoring or significantly reducing is their research or preparation time on a new prospect before reaching out and contacting them.
How much research and preparation ahead of calling on a new sales lead is your team doing? Are your sales reps moving so fast they don’t do any research before calling new leads? When given a new sales lead, how many of your reps immediately pick up their phone and call, instead of first doing some research within your customer database as well as quick Google and LinkedIn searches on the Internet?
This is something you, as their sales leader, can improve! Join me as I talk about how you, as the leader of your sales team, can help break the common sales habit of “Ready – Fire – Aim”… so they can sell even more!