One of the best ways to grow sales is by prospecting. But in too many companies, prospecting is more of an after-thought whenever reps have any extra time to go after any new accounts. Prospecting is rarely an ongoing and consistent component of most sales rep’s weekly selling plans.
What can you do, as you work to grow your business, to have consistent plans of how your team will achieve that growth? I’ve been impressed with how several organizations handle prospecting.
At a outbound telemarketing company, a gong goes off every day at 11 o’clock. When the gong goes off everyone spends the next hour only calling new accounts and doing whatever they can to not deal with existing customer challenges.
Another organization has identified every Thursday as “Prospecting Thursday.” Reps do whatever they can to keep their Thursdays open by scheduling existing customer calls for any other day of the week. This way, everyone spends their entire Thursday contacting prospects, or just looking for new opportunities.
New business growth is only achieved when prospecting is made a proactive initiative within a salesperson’s weekly plans. Otherwise, new business efforts just won’t happen. What can you do to make sure there’s a discipline and a process in place so your reps continue to look for new business every week?
Join me as we talk about how you can implement a stronger new business prospecting process within your team…think it might help them sell even more?