Any sales managers have any tips around motivating their team to cold prospect? drop thoughts below.
sfdc
Prospecting
14
Do they want to make money?
Why aren't they prospecting now?
Why aren't they prospecting now?
Simple truths
Simple but inconvenient 😂
Tell em only closers get the Glengarry leads.
1st place is a Cadillac
2nd is a set of steak knives
3rd place is you are fired
2nd is a set of steak knives
3rd place is you are fired
You get the picture?
Harsh Truth: If they need motivation to cold prospect, they won't.
Not unequivocally true. Some times people need that push. Sales can be dog shit lifestyle.
Do you have any metrics around success. Can you show them how A+B=C and C = The almighty $.
Also do you have any type of a simple scoreboard or tracker for them to understand if they are meeting the metrics and doing what needs to be done. If they don’t know if they are meeting their KPIs or exceeding them then they won’t know if they are actually doing what is needed. Also can give you insight into what may actually need to be worked on. They may be making the calls to prospect but aren’t getting past the first 10 seconds of the call and so need to coach them on overcoming that initial objection.
Lastly, not everyone on the team will all be motivated by the exact same thing, need to have one on ones with each team member and get to know them on a personal level to understand what their specific motivation is. Some are motivated by money, some by social recognition and some just want that swift kick in the ass to get them going. Unless you have that relationship with them to know what makes them tick you may be pushing the wrong buttons to motivate them.
Also do you have any type of a simple scoreboard or tracker for them to understand if they are meeting the metrics and doing what needs to be done. If they don’t know if they are meeting their KPIs or exceeding them then they won’t know if they are actually doing what is needed. Also can give you insight into what may actually need to be worked on. They may be making the calls to prospect but aren’t getting past the first 10 seconds of the call and so need to coach them on overcoming that initial objection.
Lastly, not everyone on the team will all be motivated by the exact same thing, need to have one on ones with each team member and get to know them on a personal level to understand what their specific motivation is. Some are motivated by money, some by social recognition and some just want that swift kick in the ass to get them going. Unless you have that relationship with them to know what makes them tick you may be pushing the wrong buttons to motivate them.
my thoughts are along the same line as @braintank
this is about hiring the right team. if these people are motivated on their own, kick them out & get the ones who are in the door.
you can’t train someone who doesn’t want to put in the effort.
this is about hiring the right team. if these people are motivated on their own, kick them out & get the ones who are in the door.
you can’t train someone who doesn’t want to put in the effort.
But no one said they did not want to do that.
Same as braintank - why aren't they prospecting?
Genuinely though, do they not know how? Is it a training problem? Confidence problem? Just disengaged? Have they ever cold prospected, or is this just how they've been forever?
Genuinely though, do they not know how? Is it a training problem? Confidence problem? Just disengaged? Have they ever cold prospected, or is this just how they've been forever?
a few more pieces of info would be helpful.
1. are they all hitting quota?
2. are they all getting opps from SDRs?
3. Does each AE have an assigned SDR? or is it more round robin?
4. has ANY AE done outbound correctly? or is this totally new for the team?
1. are they all hitting quota?
2. are they all getting opps from SDRs?
3. Does each AE have an assigned SDR? or is it more round robin?
4. has ANY AE done outbound correctly? or is this totally new for the team?
Do you help them improve in specific ways? Do you help identify where they struggle?
Are you helping to craft prospecting content that you KNOW resonates with your ICPs?
Are you helping to craft prospecting content that you KNOW resonates with your ICPs?
My only piece of advice is to make daily metrics visible to everybody, in a leaderboard type of way. Then, ask them to set daily metric goals for themselves if they don't already have clearly defined KPI's. If they set the goal and commit to it then there is a higher chance that they'll stick to it. Most of their cold prospecting can probably be accomplished in a single 90 minute daily call block- no distractions, just dial. Finally, encourage your top rep to lead by example...if there is no clear top rep, then maybe hop in to the trenches yourself! Good luck- this is one of the toughest parts of sales mgmt IMO.
Make it a 3-hour block that you do as a team (with everyone on video) to hold ppl accountable at first and then the ROI will encourage people to do On their own
Might as well stand in the same stall together and take a pee for 3 hours.
no no no.
reverting to a debased form of motivation. Nah.
no no no.
reverting to a debased form of motivation. Nah.
Was it not explained as a basic expectation of the job?
Was it not talked about during the interviews?
Was it not talked about during the interviews?
People need to buy into the entire sales cycle and believe it’s a science
its part of the f'ing job
Positive affirmation.
don’t be a dick.
support and help. Don’t bash.
lay out goals and expectations, and lay out how they can be easily accomplished.
delegate responsibility to others. (Yes, this is a real thing even when it’s their job to do something) you have to put the responsibility on someone to do their job and hold them accountable.
that last part is actual leadership. So not many will know about it.
don’t be a dick.
support and help. Don’t bash.
lay out goals and expectations, and lay out how they can be easily accomplished.
delegate responsibility to others. (Yes, this is a real thing even when it’s their job to do something) you have to put the responsibility on someone to do their job and hold them accountable.
that last part is actual leadership. So not many will know about it.
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LinkedIn Outreach/Prospecting Poll
15%
Do not use LinkedIn for prospecting
42%
25% or less of my outreach is via LinkedIn
19%
25-50% of my prospecting is via LinkedIn
23%
50%+ of my prospecting is via LinkedIn
52 people voted
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