Sales people hate cold calling, but it is the sales managers’ job to make sure they are building a healthy pipeline. Listen to this episode to learn an easy way to make cold calling fun and competitive.
Let’s be honest. Most salespeople would rather have root canal than cold call. Yet, it is the sales manager’s job to make sure the sales team is constantly building a healthy prospect pipeline. Here’s a way to inject some fun into cold calling.
Schedule team prospecting sessions where the entire sales team blocks off a two-hour window of time to cold call. Each rep should have their call list ready to go prior to the session which means they’ve already done the necessary research to prepare.
During the session, the team closes Outlook and puts their phone on call-forward. The only activity performed during this time is outbound calling. For these two hours, the team is making calls to new prospects with the objective of scheduling face-to-face meetings.
After the session, have the reps send in their results. Publish the results and make some noise for the rep who has scheduled the most appointments. You’ll be amazed at what happens when you make this rote activity fun and competitive.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.