“I’m too busy to make prospecting calls now that I’m a manager.”
WAIT
WHAT?
I have to admit if he had seen the look on my face (thank goodness we were on the phone not video) my shock would have been evident.
Now I’m not saying that prospecting is a that sales manager’s full time job, of course it isn’t. Yet, the attitude of this manager was that his time was much too valuable to waste on prospecting…
NO he didn’t say that, but if it’s the impression I got – what message is that sending to his team.
Here are three ways that knocking on virtual doors will help your sales team:
#1 – modeling best practices
> have them listen to you make prospecting calls let’s them hear how you sound and then they can take the best pieces away to use.
#2 – calling higher in the organization
> if you have salespeople who are “stuck” with a contact at a lower level in an organization, why don’t YOU call their boss. Making multiple connections between your company and theirs.
#3 – walk the walk
> In my opinion it’s always important to show your sales team that you’d never ask them to do anything you’re unwilling to do yourself. Demonstrate you do what you say – and say what you do.
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