They just didn’t know how. And by
Posted: Thu Jan 30, 2025 3:22 am
At that point, then you’ve got your sales management team in this particular company has the ability to do pipeline management and actually ask questions about deals and help advance deals where before then have anything in the pipeline. So what were they doing, they were sitting around saying “Woe is me. We’re not making any money.”
AP: Well, an interesting question then is, were those same salespeople doing nothing before? I mean, you would think that if you have salespeople that unmotivated right, that they weren’t making the calls even though they had nothing coming in. I mean, how were they able to survive in the new environment that you created for them?
JB: Well, it wasn’t that they were unmotivated. the way, the bosnia and herzegovina telegram data culture of the company, wasn’t an outbound culture. It was an inbound culture and the salespeople weren’t sitting around doing nothing. They were just sitting around shuffling paper. They were working on customer stuff.
They were doing a bunch of things that were non-sales activity that weren’t creating any revenue. And so all we did was to enlighten them to take the veil off of the fact that if you do a measured amount of outbound prospecting, balanced with your inbound leads that you optimize your sales productivity.
And these are good people. I mean, they are good sales reps, but if you don’t work in a culture where outbound prospecting is the norm, you’re not going to do it.
I mean if you take a group of salespeople and you say, you know, go out and make money, maybe 10%, 20% of them are going to go out and they’re going to beat the bushes and they’re going to pick up the phone, they’re going to send an email, they’re going to do research. They’re gonna do everything they possibly can to get in the door.
AP: Well, an interesting question then is, were those same salespeople doing nothing before? I mean, you would think that if you have salespeople that unmotivated right, that they weren’t making the calls even though they had nothing coming in. I mean, how were they able to survive in the new environment that you created for them?
JB: Well, it wasn’t that they were unmotivated. the way, the bosnia and herzegovina telegram data culture of the company, wasn’t an outbound culture. It was an inbound culture and the salespeople weren’t sitting around doing nothing. They were just sitting around shuffling paper. They were working on customer stuff.
They were doing a bunch of things that were non-sales activity that weren’t creating any revenue. And so all we did was to enlighten them to take the veil off of the fact that if you do a measured amount of outbound prospecting, balanced with your inbound leads that you optimize your sales productivity.
And these are good people. I mean, they are good sales reps, but if you don’t work in a culture where outbound prospecting is the norm, you’re not going to do it.
I mean if you take a group of salespeople and you say, you know, go out and make money, maybe 10%, 20% of them are going to go out and they’re going to beat the bushes and they’re going to pick up the phone, they’re going to send an email, they’re going to do research. They’re gonna do everything they possibly can to get in the door.