“Don’t leave their potential on the floor just because you haven’t provided the necessary and relevant context for how to use the tools that you’ve worked hard to give them.” – Jeff Bajorek in today’s Tip 1270
Do you have the right models?
Join the conversation below and check out the links!
1256: 8 Reasons Your Team Isn’t Creating More Opportunities #1 – Expectations
1257: 8 Reasons Your Team Isn’t Creating More Opportunities #2 – Tools
1263: 8 Reasons Your Team Isn’t Creating More Opportunities #3 – Plan
1264: 8 Reasons Your Team Isn’t Creating More Opportunities #4 – Boundaries
Rethink The Way You Sell Podcast
Jeff’Bajorek on LinkedIn
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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 5 of his 8 part series on why your team isn’t creating more opportunities. Here it is:
Jeff Bajorek: 8 Reasons Your Team Isn’t Creating More Opportunities.
Reason #5: They don’t have the right models.
You’ve got playbooks, you’ve got scripts, talk tracks, call plans, target list. You have all that stuff, everything you need. All the building blocks of a successful prospecting campaign, they’re right there in front of you. You know what they lack? Context. Onboarding requires more than just giving someone their tools and telling them to get to work. You wouldn’t hand your customer your product and a user guide and say, “Go get them, kid.” Would you? Why are you doing that for your reps? Why are you allowing your teammates to be stuck in this struggle? There needs to be people in the organization who can set relevant examples and create relevant context in order to really enable each one of those team players to do their best work.
So what are you doing to create these models? What are you doing to train on a regular basis? Or what are you doing to really just provide a variance in examples of how each of these tools can be used? Are you job shadowing? Are you co-traveling? Are you pairing top performers up with brand new people? Are you performing top performers up with underperformers? Are you mixing things up, maybe on a weekly, maybe on at least a monthly basis? Do you give the members of your team an opportunity to work together to cross-pollinate those ideas, to create or stimulate the creativity in each of those rep’s minds, about how they can be a little more effective, about how they can do things a little bit differently, about how they can shake things up in their own minds as well as the minds of their prospects?
Selling is a continual process. You don’t ever get set in a certain way and do it that way all the time. You need these new ideas. You need this creativity. And if you’re not modeling those different approaches, you’re doing your team a disservice.
Have your team partner up. Do some job shadowing. Again, maybe a day, a month. That cross-pollination of ideas is really powerful. And this can be done virtually as well as when everybody is in the same location, right? You can have zoom, cold calling, or prospecting blocks. We’ve seen this happen through the pandemic. There are a lot of ways that you can get this cooperation and collaboration going. Don’t underserve your team. Don’t leave their potential on the floor just because you haven’t provided the necessary and relevant context for how to use the tools that you’ve worked hard to give them.
Scott Ingram: For links to connect with Jeff and ultimately, links to the rest of this series, just click over to DailySales.Tips/1270. Once you’ve done that, be sure to come back tomorrow for the next tip in the series. Thanks for listening!