“The job of these tools is to enable your reps, to be able to spend more of that time, not distracting them and taking them away from that time.” – Jeff Bajorek in today’s Tip 1257
Do you have the right tools?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jeff Bajorek is back with part 2 of his 8 part series on why your team isn’t creating more opportunities, and we’re going to share 2 parts each weekend over the next for weeks. So here’s Jeff and part 2 of the series:
Jeff Bajorek: 8 Reasons Your Team Isn’t Creating More Opportunities.
Reason #2: They don’t have the right tools.
You might be surprised by how many salespeople are out there right now using Google to hopefully find their clients and their prospects and hopefully finding some contact information on the website and then hoping that that contact information is usable and it works.
What a pain that is. Can you imagine having to spend so much time trying to get ready to prospect that you don’t have any energy left to actually do the work?
On the contrary, I’ve worked with several companies who have given their reps so many tools that the reps don’t know what to do with them all. Oh, and by the way, when they get through the various learning curves, those programs don’t speak to one another, they don’t communicate well. So it just makes the whole process much more complicated than it needs to be. That’s not good either.
Sales reps need to spend time doing what only sales reps can do. Reaching out to prospects, scheduling meetings, having those meetings, closing deals. How are you supposed to do this if your brain is tied up in knots about either being under or over-equipped?
The job of these tools is to enable your reps, to be able to spend more of that time, not distracting them and taking them away from that time. You don’t need to go crazy with technology. You don’t need a tech stack that’s a mile long and thousands of dollars a month in monthly subscriptions. But you need to give them enough to where they can get on with the selling part and hopefully that’s as seamless as possible.
Let sellers sell. It’s vitally important to their success and to yours.
Scott Ingram: For links to connect with Jeff and ultimately, links to the rest of this series, just click over to DailySales.Tips/1257. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!