Written By: Ken Thoreson
In some organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. The question is, as a sales manager, how should you structure your sales team’s expectations around prospecting?
Last week during a client’s sales meeting, we got into a discussion regarding pipeline values. Needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?) and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing.
In many organizations marketing is expected to develop leads via a well messaged nurturing campaign with a quality data base with an objective to set-up the salesperson with a highly qualified opportunity. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. The question is, as a sales manager, how should you structure your sales team’s expectations around prospecting?
First, it depends. What is your sales process? Are you selling large accounts with a complex sales cycle or are you more transactional with short sales cycles selling to small business? Are you territory based or open territories? Your business type will alter what works.
Second, it is my belief that salespeople need to prospect continually; the real question is how.
I have listed below a few ideas with a brief description simply because of space. If you have questions on the specifics, just ask!
That’s a good starter list, what prospecting ideas are you using – that are working? Care to share? Let’s build up a comprehensive list so that everyone can finish the year strong and be positions to make 2015 your best year ever.
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the…
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