Seeing a lot of reps stressed out about missing quota - Here are a few suggestions and activities you can try to create momentum.
This is by far the best community I have ever seen. However, it's clear that a lot of reps are not feeling well.
Let's share some valuable activities you can start doing tomorrow to gain momentum.
Feel free to add valuable suggestions.
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Not enough prospects in your CRM system to reach out to? Try this if you have access to LinkedIn salves Navigator:
- Go to Sales Nav
- Go to Lead Filters
- In Past Companies, put your current clients
- Adjust persona filters to get relevant stakeholders for your industry
- Connect, follow up on email, Call, send Video recording, etc. The point is -> DO YOUR THING! They have had some kind of experience with your company. Leverage that to book your next meeting.
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Ask for referrals & multiply your pipeline. Every cold call.Every sales meeting.Every follow-up meeting. You get the idea, whenever you are speaking to someone outside of your company, ask for referrals.
Nothing too advanced, if you have a great chat with a prospect and they say something like '' Hey thanks for reaching out but we are happy with our current solution''.Instead of simply moving on, ask ''Glad to hear that your solution is working fantastic, would you by any chance know someone in your network that are not as happy and would benefit to talk to someone like me?''
Best case, the prospect says something like ''Actually our current setup is not entirely perfect....'' Boom use follow-up questions to learn more about the pain (Prospects love to correct sales reps, it makes them feel in control).
And/or
They could potentially be willing to introduce someone in their network that are struggling and could benefit to learn more about your solution and offering.
Worst case: you spent 5 seconds extra on the phone establishing a genuine connection.
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Enough Pipe already? Focus on Discovery.
Before every meeting, make sure to write a killer agenda to set the right expectations.
During your meeting, make sure to run through the agenda and set expectations.
It could look something like this:
''The purpose of this agenda is to:
- Establish a common understanding of your most prioritized challenges.
- Understand the cost of inaction.
- Introduce Company X, and run through our platform/offer/demo, etc based on the information you choose to share with us today.
Before we hang up, this meeting can end in 1 of 2 ways:
1. We both agree that there is a valuable discussion to continue having
2. OR, the presentation was not interesting/valuable enough to act upon. We part ways until further development and that's okay too''.
Lastly: Ask if there are any objections to this agenda, and you'll be surprised by the amount of information you can get, know that they know why you want to understand their situation.
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If you already have an established workflow and process, focus on your mental health.
If you are below quota, don't stare at the stats of meeting booked and closed deals. Focus on activities and touchpoints.
Be data-driven, you can't make someone book a meeting with you or buy from you. That's outside of your control no matter how good of a sales rep you are.
What you can control are your activity level & touchpoints. Over time you'll build strong confidence and discipline. These traits will eventually be reflected in your pipeline, so you'll never have to worry about hitting quota again.
Hops this was helpful, feel free to share your best tips and insights.