THE SALES FORCE PLAYBOOK

EFFECTIVE PROSPECTING

Dave Kurlan of Objective Management Group recently posted a great blog.

I was recently facilitating a training session on prospecting and everyone agreed that getting introductions is the most effective method of prospecting. The challenge is this. What if your "introduction strategy" does not produce enough opportunities? There are only two things you can do. Get better at introductions or do something else.

My advice is to do both. As you continue to become a master of getting introductions, choose one or two other prospecting methods that will help you fill your pipeline.

Whether you choose networking events, speaking opportunities or cold calling, make sure you are not waiting around for opportunities to magically appear. Go out and make something happen.

WEEKLY HUDDLE

I am often asked asked by Sales Managers what is covered in a weekly huddle with a salesperson.

I don't think there is only one way to conduct an effective huddle. I can share with you the format one Sales Manager I work with uses with his salespeople:

* Huddle last only 15 minutes

* First item covered is Activity matrix. Did the salesperson do the dials-contacts-appointments-presentations-sales that are required to achieve revenue goals? Great opportunity to uncover where the salesperson might be struggling.

* Review most important sales call of previous week. What went well, not so well and what is the next step? Another great coaching opportunity.

* Discussion of key appointments for the upcoming week to determine what resources the Sales Manager can provide the salesperson.

* Commitments for the upcoming week.

What have been the results of this process?

* The salespeople are now consistent in their prospecting activity.

* The Sales Manager has an accurate feel of the validity of the pipeline.

* The salespeople are receiving consistent attention and coaching.

* The salespeople are hitting revenue goals. Before the huddles, they were not consistent in their production.

Weekly Huddles can be an incredibly effective tool in coaching your salespeople to success.

E-MAIL REFERRALS

In our fast-paced world, many of your prospects are nearly impossible to reach by phone. Playing phone tag is frustrating and voice mail messages requesting a call back are often deleted before the prospect, even when referred to you, listens to the entire message.

If your Center of Influence(COI) is not able to arrange a three way meeting, ask them to refer you by e-mail. A simple introduction of both parties (with some background info if appropriate), is often all that it takes to get two parties "talking" to each other.

I have "referred" via e-mail twice in the last week and on both occasions the parties arranged an appointment within 48 hours. I have also been referred via e-mail and find that my prospects respond much quicker than when I begin the phone tag game.

Put together a few lines on how you would like your COIs to introduce you. The next time someone is struggling how to get you in front of a prospect, suggest that they introduce you via e-mail.

MUST READ

A must read for all Sales Leaders is Bo's Lasting Lessons. This is not a football book! This is a book about the importance of leadership.

Bo talks about many aspects of leadership, but what struck me in regards to Sales Leaders was the importance of setting standards, holding people accountable and not shying away from difficult conversations.

TELEMARKETING

Here is a great Star Trek spoof on telemarketing.

Hope you enjoy.