The reality of sales leadership is if you’re not setting goals and expectations for your team as their coach and leader…then they probably won’t achieve the performance levels you need and expect. In too many organizations prospecting is left up to each salesperson with the assumption if they have some extra time they’ll put it into new business prospecting efforts.
During the Covid lockdown most companies did little prospecting. But what about now that things have recovered? Is your team’s prospecting efforts still on hold?
What can you do as the leader of your sales team to make sure your team actually has a new business prospecting plan that includes a set of expectations of how many hours a week or how many days a month you expect reps to be devoting to going after new Business?
Join me as I talk about the critical importance of allocating specific times you expect your sales team to be going after new business. Bet if you do they could sell even more!