How Well Do Your People Prospect?

December 30, 2012 Selling Comments Off on How Well Do Your People Prospect?

Over the last few months we have been discussing how important Relationships are and how important delivering Value is to the success of sale people.  Here’s a question, How well do your people prospect?

Prospecting is a deadly game.  It takes work, commitment, diligence and plain old tenacity.  It is hard and boring work for most and it is then last thing most sales people want to do.  So how good are your people?

Is prospecting a topic for your sales meetings?  Do you have a process defined for the sale organization that defines a process for prospecting?  These are questions, to which, I bet the answer is “NO” in 98% of the cases.

If there is no discussion and if there is no defined process then prospecting is left to the methods and imagination of the very people that HATE to do it.  Now that’s a scary thought, hey?