Sales Prospecting – My 2 Cents

I don’t have an answer to that one I am sorry……any suggestions?

Where am I going with this one?  Well I have been thinking about how to motivate a few of my team members as they struggle with the day to day hurdles of teleprospecting.  

As a manager I believe it is one of my jobs to remove as many of the hurdles they face day to day as I can.  Some examples of these hurdles that I can remove either on my own or with the help of a client, are the lack of a targeted list, or perhaps the absence of a targeted message to overcome a specific objection they face, or if they are not comfortable with a technology they are representing.

In attempting to remove these hurdles I have discovered that there are a number of hurdles that people face that they put in front of themselves. 

What do I mean?

Well in the world of teleprospecting we can be bogged down by a wide range of things, from discouragement to the feeling of frustration at lack of success.

From my perspective as a manager I must work to get them to focus on the fundamentals of teleprospecting.  For example, it is critical for them to understand that not every call is going to develop into an opportunity (or success in terms of a qualified opportunity).   But if they focus on gathering a piece of information regarding an account or prospect with every attempt and view these as a “success” then the self-imposed hurdle of discouragment/frustration will quickly go away.   And most importantly the fundamental of  gathering information is one of the quickest paths to uncovering the targeted “tiger with no stripes” – the sales qualified leads!

“My 2 Cents”