How do you help your reps build their personal brands?
Sales prospecting has changed. LinkedIn now allows you to look up and communicate with most decision makers, cold emailing just to send out an email has become less and less effective. Sales in general is undergoing a massive shift where people are engaging with sales people later in the funnel and expecting more of them in terms of knowledge, expertise, and ability to answer tough business process questions.
As managers and leaders this requires us to look past each reps hard skills like overcoming objection and more to the soft skills like building relationships, knowing how to approach someone, and I believe building out personal brands on websites where you prospect like LinkedIn.
Much attention is spent on building pipeline but not much is spent on branding the rep to become an expert in the space, how do we as leaders help them level up and become career advocates for them?