ASSEMBLE A TEAM OF WINNERS
Assembling a team you can rely on to get the job done is a constant challenge. These five guidelines can help you think about your employee recruitment in a new way–and assemble a team that will set your business up for success.
CREATE A DYNAMIC SALES CULTURE
Your business culture affects the way your clients and prospects perceive you, and sets the tone for employee success. But simply wanting to sell more stuff isn’t enough.
Here are the key elements of a dynamic, positive sales culture:
motivate your sales reps to cold call
Sales reps actually want to succeed at cold calling, and will embrace it if you give them the tools they need to succeed.
Did you know that...
...of successful connections require 6-12 “touches” (more cold calls = more touches = successful connections).
...of sales are made on the first contact, while...
..are made on the fifth through twelfth (a well-placed cold call can dramatically increase your success rate).
...of sales representatives quit after the first “no” (sales reps who cold call persistently have a leg up on half of the competition).
For some great tips on how to set more appointments over the phone, check out this slideshow on the New Rules of Cold Calling:
COACH YOUR TEAM TO BETTER RESULTS
An after-action debrief is a great way to help your sales reps get better at their job by reviewing what happened on a sales call. Use this three-question debrief to ensure your team continues to improve—and closes more deals.