Think of Yourself Like A Pro-Athlete

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The only thing they are doing is hurting themselves and their employer. The fastest test I know to measure a person’s aptitude towards selling is to ask them to explain in detail how they develop leads and handle cold calls.

When a company looks to outsource the lead generation process, or spend so heavily in advertising to try to create enough leads for everyone, then they are setting themselves up to fail.

Over time they will wind up with a sales team focused south africa telegram data on capturing the easy sales. They do this by making everything a customer service moment.

This is akin to a pro-athlete thinking because they are a professional, they no longer need to stick to a physical workout program.

When a pro-athlete stops their conditioning program, they may not experience a falloff in performance immediately. Over time, however, the decline will be evident.

The same is true for salespeople who are not routinely in the game of prospecting and developing new customers. They will lose their edge. The decline will be so slow that they won’t realize it is happening, let alone why it is happening.

Finding And Retaining New Customers Is Everyone’s Responsibility
Each client with whom I have the privilege to work hears this message: The responsibility of finding and retaining new customers is the responsibility of every employee.

Salespeople by the very nature of their position must take the lead and be assigned weekly, monthly, and quarterly goals of prospecting calls they must make.

Management owes them the tools that encompass an effective sales process. This process must include employees outside of sales whose primary responsibility it is to provide customer service.

After all, salespeople should focus first on selling. They need the time to achieve this realistic expectation.
The Best Value Always Wins
To stop losing sales, you must win the buying process. The best value will always win, and your value is determined by the customer. It is your job as a salesperson to help them understand the value that they might not be able to see, especially if price is a major buying factor.