I see new sales reps doing a great job of building their prospect list, doing research on the companies [well, some research anyway], making the phone calls and getting the first appointments. In several markets actually making an appointment wasn’t necessary and they could just stop in and meet the person they wanted to see. Anyway, they were doing a great job up to this point but then became stuck. Maybe stuck isn’t the right way to describe it. They were not clear of the next steps to take with these prospects.
With a clearly identified sales process and a great set of questions the next steps should be easier to identify…especially helpful for a new rep. If your reps are working hard but not being as effective as you’d like take a look at the process you have identified for your business and determine if it might need a tune up.
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