It’s a question I have been contemplating a fair bit lately. It’s largely on the strength of business owners and sales managers increasingly telling me just how much damage it causes to a sales team.
At its kindest, it causes people to dread waking in the morning knowing they have to face it.
At its worst, it leads to people walking away from their jobs because they just can’t stand the constant rejection.
OK, I do admit sales is always a numbers game, but this is playing Russian roulette with sales staff as they just seem to be walking through a revolving door.
But if there is any advice I can at least suggest to Sales Managers who want to increase the hit rate of its new business drive, think about something known as the buyer persona.
If you look at your current and potential clients, you CAN actually put them into one of only a handful of groups once you have identified their personal and professional traits (read about buyer personas by clicking here).
These buyer personas are a window into your clients, so if you know enough about them why continue with old-school cold calling that is driving your sales staff mad.
Never forget, in the vast majority of circumstances, when someone is looking for something they Google it. You probably do this too.
So is it time to dovetail your thinking into this new business environment where Google gives your market so much power?
If you want to read about the changes taking place that can help your salesforce, by all means download our free ebook. It puts it into an easy to understand perspective, provides basic advice, and most importantly is written in plain English.