How to Jump Start Your Sales Desk
February 29th, 2012 | Financial Services Wholesaler Prospecting, Inside Sales Prospecting, Inspiration, Prospecting, Sales Activity, Sales Coaching, Sales Goals, Sales Training | 0 Comments
This is the time of year where sales morale can
get sluggish. It’s not really winter, but not yet spring. The Annual Sales Kick-offs are a distant memory. New Year’s resolutions are fading. If your sales desk is dragging, it’s time to get them fired up and fueled with the tools they need for a record year.
Advisors are deluged with calls, voice mails, and emails from Internal Wholesalers calling to “introduce themselves” and “tell them about their newest product.”
How are your Internals standing out from all that noise to allow for meaningful conversations with advisors to grow (their)commitment to wallet-share?
Can they clearly articulate your value proposition in terms of how it will benefit their advisors? Are they able to leave compelling voice mails that actually get advisors to call back? How well can they convince gatekeepers there is enough value and urgency in their calls to put their calls through? What value do they and your product bring to the advisor? How can they leverage your Wholesaler team to grow their business?
Whether you think your Internals are on the right track or are convinced they are lagging behind in these areas, now is the time to take action.
Involve your team in regular brainstorming sessions as to how they can approach their advisors differently. What do they bring to the table that other companies and wholesaler teams do not? What makes them and their product different? Why is your service better? What tools can you offer to help the advisors grow their business?
Have your Internals submit their voice mail and email approaches for the team to review. What works best? Who gets the most callbacks? How can they improve to generate more interest and have more conversations?
Record their calls to advisors, or at least their voice mails, to share with the team and identify best practices to get the creative juices flowing.l To help newer or struggling Internals get up to speed, review calls one-on-one, as well.
If you do not have an arsenal of tools and techniques to give your advisors to more effectively grow their books of business, I guarantee your Internals will be left in the dust. Work with Marketing to create tools your Internals can provide their advisors so they keep coming back for more.
You know how competitive it is out there. Be sure your Internals have the power to kick it into gear this year!