by Bill Poole | Dec 20, 2018 | Sales
As the manager of a sales team what is the biggest thing you can do to drive success? The answer may be to build a culture of success. Why? You can only be physically present with the members of your team for a small amount of time. The culture you create is always present.
Create a great culture is like a farmer nurturing the soil for a successful crop. Without proper cultivation, fertilizer, and watering, plants will struggle to grow. Create good soil and plants will thrive.
“Culture isn’t just one aspect of the game, it is the game.”
– Louis V. Gerstner, Jr., Former CEO of IBM
Here are a few thoughts on enhancing your sales culture: (more…)
by Bill Poole | Dec 19, 2018 | Sales
You need net-new business to hit your number. Net-new business requires appointments. When sales reps fail to consistently schedule appointments it shows up at the end of the month.
What does it take to get appointments? Could there be a way that is more effective, efficient, and measurable?
Salesforce.com research tells us that it takes 6-8 touches to get an appointment. When it comes to prospecting, the problem is that sales reps rarely get this many touches. Most prospecting is neither strategic nor systematic.
Fortunately there is a better way to make sure your sales reps get multiple touches with prospective clients. We call this a Prospecting Sequence. Here’s what this looks like: (more…)
