New law helps salespeople sell more than ever before. Learn more in this episode of the Sales Management Minute.
After years of lobbying by salespeople, the White House has responded with new legislation to help salespeople sell more than they ever have before. Sales lobbyists had been pushing for legislation to address full plate syndrome – an affliction that makes prospects unable to return a salesperson’s emails or voicemails.
At the press conference, a White House spokesman said, “We are acutely aware of the issues associated with full plate syndrome and recognize the impact that this has had on the sales profession. With this legislation, all business professionals are immediately being issued a second plate. We expect this to dramatically open up sales pipelines as decision makers won’t be too busy to respond to emails and voicemail messages. And, salespeople can no longer use full plate syndrome as the reason why they can’t connect with their prospects.”
When prospects go dark with communication, salespeople explain it away using full plate syndrome as the reason – that the prospects are so busy that they can’t respond to a call or email. With this new legislation in place, that argument goes out the window.
Full plate syndrome has become an epidemic as salespeople have not leveraged the two most powerful words in sales… Synergy and Priority. Synergy is the alignment of a solution with a problem. Priority answers the question of why address that problem right now. Synergy gets deals into the pipeline. Priority gets them to come out the other side.
Rule of thumb… If you can’t answer the question of why a prospect should address this issue right now, neither can she.
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.