How many of your reps are only calling on existing customers, and even the same old contacts within their existing customers? How can you possibly increase sales (and more importantly profitability) if your team does the same things, the same ways, to the same people that they did last year? Join me as I share ideas on how you, as the leader of your sales team, can really shake things up…so they can sell even more!
How effective have you been as the manager of your sales team, getting your sales people out of their comfort zones?
Hi, I'm Jim Pancero, helping you become a stronger leader of your sales team. The reality is most salespeople have fallen over the years into habits. They have comfort zones. So how many of your people are calling on the same customers over and over, because those are the ones they're most comfortable with. It's in their comfort zone. How many of them don't do much prospecting because that's not in their comfort zone? The reality is this is a high time of change in selling today as we come out of this COVID impact on our businesses.
So because of that, we've got to be trying new things. We need to be calling on new people. We need to be approaching new applications and solutions that truly help our customers and maintain our uniqueness and competitive edge. To do that, we may have our sales people become more flexible, to get out of their comfort zone. This is a great opportunity for you as a coach. What are you doing to work with your people to increase their prospecting, to get them calling on new and additional clients, to get them focusing on different product lines that they maybe have been ignoring in the past? And just stretching and going outside their comfort zone to see if that can help them increase their sales.
We'd love to know of the impact you have with your team working on this. We'd love to answer any of your questions to help you through this process. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage.