I woke up the other morning and picked up my blackberry to find an email from my dedicated tele-sales wing-women. The email was concise and informed me about 10 top leads that I should focus on today. Next to each contact name was a direct dial phone number, a validated email address, and two sentences that provided context for why each contact was qualified and put on my top 10 list for the day. Just as I dialed and the first contact answered, I woke up and realized it was all a dream.
Seriously though, why can’t this type of start to a perfect sales day be a reality? In my humble opinion, it is because most sales professionals don’t have wingwomen or men. Instead, they are expected by their sales management to tirelessly make cold-calls each day with prospects who have never even heard of their company, much less their product offering. And if cold-calling weren’t bad enough, they are also supposed to follow up on the hundreds of “great leads” that marketing has created but not qualified or vetted in any way. And finally to add insult to injury, they are expected to type all the details around this “wasted” effort into the CRM system to simply help their boss better micro-manage their prospecting activity performance.
Isn’t insanity defined as continually doing the same thing over and over again and expecting different results?? Is your sales organization doing the same things you did last year and expecting different results?
Look for Part II of this post coming soon describing how the perfect day can be a reality. In the meantime, please share your thoughts on what your perfect sales day would be like.
Great Selling To You Today!