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Don't make sales reps Schedule Appointments
by: Admin on
Date: Wed, 1 May 2013 Time: 1:32 PM
Having sales pros cold call and prospect is like having a star baseball player stock the concession stand. It’s a lousy use of talent and terrible waste of money. Sales stars shine when selling. Let them sell!
A sales super achiever wants to meet with prospects, determine a fit, suggest solutions and close the deal. It feeds his competitive nature. It assuages the hunger to perform.
A sales super achiever hates making endless calls to find the right prospect with whom to meet. The process dampens the spirit and kills motivation. Those who think a salesman should be a prospector and sales genius can stop here. The paradigm shifted a few turns back.
In today’s sales world, an account rep must exploit strength–not work on weakness. Forget about a well-rounded rep, focus on a super star that closes the deal and brings home fists full of cash.
Appointment setting, telemarketing companies will set any sales staff on a course for success. Highly qualified sales appointments are scheduled with those who have an interest in your solution and have the ability to buy from you; appointments that are the result painstaking prospecting and hours of dialing.
A December 2007 MaSM study found that appointment setting firms can double the productivity of a sales staff because it can concentrate only on selling and not the mundane associated tasks. When qualified sales appointments are scheduled, closing ratios climb and cash flow improves.
Don’t make sales reps schedule their own sales appointments. They hate doing it and aren’t very good at it. Leave the job to professionals who love doing it and are good at it. Sales stars shine when selling. Let them sell!
About the Author
Grindstone’s Business Development Agents and Management team are among the best in the industry. Since 2003, many successful programs and revenue generating opportunities have been conducted. The ability to deliver quality results can be directly related to the representation on the phone. Our people do not view themselves as telemarketers, but rather business development experts who have made a career and living in this field. For more information contact Brian Parnell at info@grindstone.com or visit
www.grindstone.com
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