Who in your sales team does all the prospecting? The entry-level sales rep or business development rep? Everyone in your sales team, including the sales manager, should be prospecting.
It’s a core sales activity
Prospecting as a sales manager or a senior sales rep motivates the rest of your team. It shows them that you see prospecting as a core sales activity. If you leave prospecting to an entry-level sales or business development rep, they will see it as grunt work. It will demotivate them. It makes prospecting seem like a task that you need to do until you get a promotion. If you leave prospecting to the junior team members, then you are wasting a wealth of experience, knowledge and skill that the rest of your team has built up over their time in sales. If you want your team to prospect, then you need to be involved and prospect too. As a sales manager, you may be the most experienced prospector on your team, show your team how it’s done. Pass on your tips and tricks that have helped you get to where you are now.
New to prospecting
If you have team members who are new to prospecting, pair them up with a more senior sales rep who can provide mentoring, coaching or advice. When you first start cold calling or cold emailing it can be daunting. Offering guidance can help a team member get off the ground quicker.
Before you spend time with the sales rep, ask them to do all the prep work first. Ensure they have the CRM record for the company and the person they want to get in touch with, ask them to send you the link to the website of the company, the details of the person you are going to call, their LinkedIn profile. And this isn’t just so you have everything you need to prospect correctly, it trains them to get all of the information they need before ever picking up the phone.
Everyone should be prospecting
Sales reps will always want to focus on closing, ultimately, they are thinking about their KPIs and commission. But as much as we want them to close new business, we also want them to allocate time each week to prospecting. If they make prospecting a priority, they will have a healthy pipeline of prospects and opportunities. And this is not only good for their KPIs but the team morale and the company’s bottom line.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.