{"id":3076,"date":"2016-11-28T16:23:02","date_gmt":"2016-11-28T10:53:02","guid":{"rendered":"https:\/\/saleschakra.com\/en\/?p=3076"},"modified":"2016-12-02T14:52:12","modified_gmt":"2016-12-02T09:22:12","slug":"sales-manager-improve-sales-prospecting","status":"publish","type":"post","link":"https:\/\/saleschakra.com\/en\/sales-manager-improve-sales-prospecting\/","title":{"rendered":"Roadmap for a Sales Manager to Improve Sales Prospecting"},"content":{"rendered":"[vc_row type=”in_container” full_screen_row_position=”middle” scene_position=”center” text_color=”dark” text_align=”left” class=”para” overlay_strength=”0.3″][vc_column column_padding=”no-extra-padding” column_padding_position=”all” background_color_opacity=”1″ background_hover_color_opacity=”1″ el_class=”custom-inline-icons-twt” width=”1\/1″ tablet_text_alignment=”default” phone_text_alignment=”default”][vc_column_text css=”.vc_custom_1480332685267{margin-bottom: 5% !important;}”]Ah, the never-ending question that we hear from our customers. \u201cReps are lazynot motivated\u201d, \u201creps are unproductive\u201d, \u201creps are not efficient enough\u201d. Sounds familiar?
\nBut in the end, what does it even mean to be productive. When we ask them for this definition it just gets confusing.<\/p>\n

Let\u2019s clarify first, what is sales reps productivity?<\/p>\n

It\u2019s a metric, each to its own too. To some, it\u2019s calls per hour, closure per interaction, power conversations and overall greater sales velocity.<\/p>\n

In one sentence – it\u2019s about having effective conversations with prospective customers. Ideally, your ideal customers with actual needs rather than the ones who are only window shopping.<\/p>\n

I\u2019m certain you understand it is more than just calling non-stop. For all you know, they could be calling some hotline.<\/p>\n

Don\u2019t get mistaken, though. Sales is still a numbers game. The way sales funnel is, the more you put into, the more you get out of it. But the ratio of that depends on sales manager\u2019s effort too. How well prospecting plan is developed, what strategic approach manager took?<\/p>\n

\"pipeline\"<\/p>\n

But, less yapping more answering questions, right?<\/p>\n

Let me clarify first – not all reps are designed for fanatical prospecting (thanks to Jeb Blount for the term).<\/h3>\n

You may implement this 5 step plan right away, but it still starts with hiring the right talent. And among all the traits and experiences coachability is the most important trait you\u2019re looking for.<\/p>\n

\"most<\/a><\/p>\n

Another fact – prospecting changed in 2016. It\u2019s been changing for some time now, but cold-calling is less and less effective nowadays. Thanks to the internet, the buyer is more than ever in control and regular sales pitch just doesn\u2019t work as well as it used to. You have to understand when the buyer is ready to engage and when it\u2019s just way too early.\u00a0Hubspot has this defined as a Buyer\u2019s Journey.<\/a> If you approach a buyer at the awareness stage and offer him to buy something from you – 99.9% he will say no.<\/p>\n

So, how do you make reps prospect more nowadays?[\/vc_column_text][vc_column_text css=”.vc_custom_1480331674972{margin-bottom: 5% !important;}”]\n

First, set well-defined Ideal Customer Profile (ICP)<\/h3>\n

Defining your ICP should be the first thing you do as a sales manager. It\u2019s so important that you shouldn\u2019t move a single step without knowing who you\u2019re after.<\/p>\n

\"ideal-customer\"<\/p>\n

To setup a proper ICP you have to answer these questions:<\/p>\n