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Coffee_is_for_closers

Product & Solutions Specialist

Opinionated
Contributor
Praised Answer
+2

Lead sharing for New company

My company (Company A) recently just launched another company (Company B) that sells a different product. We wanted our reps at Company A to share all of there contacts and customer knowledge to the reps at Company B. 
However the sales reps at Company A aren't sharing anything. There is a monetary compensation for helping the new reps at Company B but they still aren't helping. 
Any ideas on how to increase the information sharing? I know sales reps don't like turning over there contacts but Company A and Company B are owned by the same people. Help???
🧠 Advice
😤 Conflict Resolution
🥫 Consumer Goods
7

18 comments

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CuriousFox
WR Officer
5
🦊
Why would I freely give my book of business, that I busted my ass to compose, over?
TennisandSales
Politicker
3
Head Of Sales
yeah this is the real question.

What is the comp for this? is it attractive? Why not just have Reps A sell both products haha
Coffee_is_for_closers
Opinionated
0
Product & Solutions Specialist
The comp plan is one monthly payment x the term of the agreement (in years). So if it’s 1,000 a month for 60 months (5 years) they make 5,000 for that one lead.
TennisandSales
Politicker
1
Head Of Sales
hmm that does seem pretty legit. when you asked the reps what do they say is the reason they dont collaborate enough?
Coffee_is_for_closers
Opinionated
0
Product & Solutions Specialist
When I ask each rep it’s the same deer in the headlight look. Usually followed up by “I gave them this contact or this company a couple weeks ago”. I understand their time is valuable and I’m not asking them to set the meeting or attend them. Just share contact and company info.

It’s frustrating
TennisandSales
Politicker
1
Head Of Sales
hmm. idk if I have a direct answer but when ever it comes to changing behavior there are a few things to consider.

1. is the expectation CLEARLY delivered. (do they understand the outcome you are expecting)

2. Is there the right motivation in place to motivate a change in behavior.

3. Do they understand the benefit to them personally to do this new behavior.

i would think through those items and see if there is anything you can tweak.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Did they really share? Is it possible that group B reps aren't following up?
Coffee_is_for_closers
Opinionated
1
Product & Solutions Specialist
I’m sure having a direct manager over them would help as well. Since we are in between managers it’s more of a loose expectation. But those are great points. Thank you
Coffee_is_for_closers
Opinionated
1
Product & Solutions Specialist
I have been checking with both reps to make sure. The leads that are shared are followed up on. The pipeline of shared leads is just narrow
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Well, as others have said, I'd ask the reps on the A side what's up and why the reluctance. I could guess and speculate that they are concerned that the B reps are going to burn all the contacts and spoil their own deals or reputations, but it would be a guess.
adrienmc
Good Citizen
3
Founder @LaGrowthMachine
I’d suggest you interview the reps from company A to understand why they won’t share their leads.

It’s not always about monetary incentives. Obviously I hope you provide a very high monetary incentive (you should overpay for this actually if you really want this to happen) but also :
- tedious process to share a lead. Say if you’re asking them to fill up specific notes to transmit to comp B. Or ask them to do the intro themselves rather than having the SDR from comp B reaching out on behalf of them, they simply won’t do it because their time is probably better invested in doing maintaining their own pipeline. Especially if the next problem arises
- not enough trust in comp B. Any lead sharing means putting their credibility on the line. Maybe they simply don’t trust comp B’s product so you need to evangelize first internally. Trust also can be in the people they’re doing the intros for : have them meet and build trust comp B’s sales team will take good care of the leads. Without both, people won’t be putting their hot leads on the line
- risk of cannibalisation. Sales people from comp A won’t be sharing their GOOD leads (I.e. people with budget and intent to buy comp A’s product) if they’re afraid that will jeopardize their sales of comp A’s product because of their leads’ tight budget. You need to make sure their isn’t any budget cannibalism from you lead sharing activity

That’s what I could think top of my mind. But like with any issue, instead of asking random people in your forum, go set up 1:1 with people to try to understand the roadblocks - you’ll get much more valuable information than random advices ;)
Coffee_is_for_closers
Opinionated
1
Product & Solutions Specialist
I have interviews set up for this week. I think part of the issue is we are between sales managers. So the ship is running whatever direction it wants.
antiASKHOLE
Tycoon
2
Bravado's Resident Asshole
It's like a kid that has a toy they rarely play with, but they fought hard to get. Once they see someone else wants to play with it, they won't let it go.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
To take it one step further than @CuriousFoxwhy would I freely let someone use my name, leverage my work, and potentially screw up my work? Once I provide that contact info I have no control over what happens.

So you have 2 choices - 1-use the info in whatever CRM you use and just hand it over, to hell with the consequences. Or 2-sweet the deal and over-celebrate wins.

OR....you can make Company B reps actually work and get those leads themselves.
Coffee_is_for_closers
Opinionated
1
Product & Solutions Specialist
The deal is pretty sweet for just sharing the info. And I was trying to avoid just scooping all info out of the CRM because they are contacts reps have worked hard to make. I want them to feel like they are still valued. But at the end of the day if they aren’t doing what they are supposed to the CRM is the easy fix.
Kosta_Konfucius
Politicker
1
Sales Rep
Message the reps directly, no one is just going to email you their book of business. Maybe include why you think x client works well with Company B and include the $$$ they will get if you win
AnchorPoint
Politicker
0
Business Coach
Obvious culture problem... and who sets culture? Leadership.
IYNFYL
Politicker
0
Enterprise SaaS AE
I think it's risky because you could piss off some of your clients

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