Sales people actively cultivate relationships with referral sources, including current customers, centers of influence, suppliers, and other sales professionals in their market space.Sales people receive plenty of introduction and have established a referral system.When prospecting, sales people get to decision makers.Sales people will consistently prospect on their own without being closely monitored and managed.Sales people with strong hunting skills are actively recruited and those skills are verified during the interview and selection process.What does a sales organization with a strong prospecting culture look like? Here are some of the traits to look for if you want this type of culture at your company:
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And you need sales leadership (sales managers and/or a VP of sales) who establishes a prospecting culture, creates higher levels of accountability, and knows how to coach and motivate everyone on the sales team to keep them focused and on track. If you want to build an over-achieving sales team you need to stock it with sales people who are constantly developing new opportunities and looking for new business. What level of prospecting and business development effort takes place at your company right now? In nearly every company we work with the level of prospecting activities is nowhere near that benchmark. And an established sales person who has already built up their book of business should spend at least two and a half (2.5) hours per day engaged in prospecting activities. As a general rule I tell our sales force development clients that a new sales person should spend at least four (4) hours per day engaged in prospecting activities.
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