Sales leaders, are members of your team really using their time to prospect and sell? How do you know if your team actually spends their time working towards closing a sale? Let’s talk about it.
Getting to know Skip Miller
Skip Miller is the author of Outbounding: Win New Customers with Outbound Sales and End the Dependence on Inbound Leads. This time last year, Skip observed that people were running short and the inbound leads were running dry. It was a problem he knew he needed to address. Salespeople thought they’d be able to hit their sales and unfortunately, they didn’t. He started to write the book to find out the best practices in good salesmanship.
Ensure that they keep prospecting and selling through best practices
- Revenue is a trailing indicator rather than a leading indicator.
- You can start measuring proactive and leading activities, as well as competencies.
- Ask your sales team to share their sales pitch, how they talk to a senior buyer and ask them to share emails they send to prospects or buyers. These frequencies all create opportunities to coach.
- Good managers are focused on frequencies and competencies. A great way to get everyone involved is to make them a challenge or game.
- Great managers are now huddling with their team to get their numbers up before the year ends.
- On Miller’s team, they make it a game. They have contests to whose email gets the best response rate and give out awards.
- It’s a dual-purpose activity. Not only do they enjoy their work but they’re improving their skill sets.
- Miller discovered that when you put people into fit teams of three to four members, the group will call out any member who isn’t doing what they should be doing.
- Good sales managers are good at disqualifying leads. They don’t allow deals to just sit in the funnel. This qualification skillset is built with guidelines. They decide when to drop a lead and leaders can only do that if they’re in constant communication with their sales reps.
- Emails that initiate curiosity get the best response. Keep that in mind when crafting the email.
“How Can You Ensure That Your Team Spends Its Time Actually Selling?” episode resources
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