Sales Prospecting – My 2 Cents

This is a hard concept to grasp – yet critical in the world of teleprospecting.

It seems odd to say this – how can you have autonomy (??) inside a process that is expected to be followed without deviation?

Well I believe that it is quite simple – trust.  Huh?

If you trust in the individuals you are managing and their ability to think outside of the box in an attempt to be better, then giving them a level of “autonomy” on a daily basis is something that can not only lead to better performance and higher job satisfaction, but it could ultimately lead to a more efficient and effective process.

For example – we work with a call plan, or to elaborate, a call approach that we teach our reps and look for them to follow.  This call plan is not something that we just put together because it looks nice, but rather, it is a philosophy on cold calling and how to effectively and efficiently penetrate an account. 

A couple of years ago a rep on my team approached me with something that he had been working on – it was a definite deviation from the call plan he was taught.  My first knee jerk reaction was that he was trying to get out of making phone calls and perhaps was not aggressive enough to be successful – without divulging to much – this idea is something that we have adopted company wide and has lead to a dramatic increase in opportunities produced.

Just a quick snapshot of the value of affording a person some “autonomy” inside a rigid process.

“My 2 Cents”