The saying, “Staff don’t leave bad companies, they leave bad bosses” cropped into my mind recently, it was brought there by a conversation with a client of mine, over the general happiness of his sales team.
This particular client mentioned how his staff are churning over their existing client base while attempting to find new clients.
He specifically mentioned how his sales team was battling to make target. He went on to elaborate how demotivating it is not only for himself but for his sales team in general, when they get punted from pillar to post in the hunt for the right person.
Having been in this position myself, I can definitely sympathise. Selling to other businesses is tough, it is even tougher when you have limited information on that business, and it becomes soul destroying when you invest time and effort into a prospective client that looks promising, to have the deal shut down because the person you are dealing with is
1. Not the decision maker
2. Has no access to the decision maker
Working in the B2 B market is not for sissy’s, but having the tools to get to where you need to be makes it a little bit easier.
If it’s easier for your staff to get to the decision makers, it is easier for them to sort their leads into those that will go somewhere now and those that will go somewhere later.
This makes it easier for your staff to allocate their time where it is best served and ultimately easier for them to build a flush pipeline and intern hit target.
A sales rep that is consistently hitting and exceeding target is a happy motivated sales rep who will continue to work hard.
So, be the good boss, give your team the tools they need to make the sales you want.
Reference:
https://www.linkedin.com/pulse/good-boss-henry-day?trk=v-feed&lipi=urn%3Ali%3Apage%3Ad_flagship3_feed%3BIopUDSBk%2FjUXKSDSGSgOMw%3D%3D
