The Bearded Lady, My Shaving Pattern and Your Sales Pipeline

Posted by Dave Kurlan on Thu, Aug 08, 2019 @ 06:08 AM

bearded-lady

I can grow a pretty decent five o'clock shadow  - above my upper lip and only after about a week.  Unlike the bearded lady at the circus, when it comes to facial hair, there's really not much there!

Can you think of something else which, at first glance, appears to be OK but upon closer inspection, there's really not much there?

Did you guess sales pipelines?

As I wrote about a month ago, 46% of salespeople fail to maintain a full pipeline but most salespeople don't even know how many opportunities must be in the pipeline for it to be full.  

46% is very similar to the percentage of reps that make their quota each year.  Coincidence?

This is really a hunting issue and as I wrote in last month's article, only 33% of all salespeople have hunting as a strength.

So what are hunting-averse salespeople to do?

Cold emails don't work very well.  Want proof?  I get at least a half-dozen cold emails each day just from companies trying to sell a service to book meetings by using email, LinkedIn and Twitter.  I delete those emails.

Cold calls still work the way they always did but not until you reach a decision maker.  Most salespeople give up after four attempts but today it takes between six and fifteen attempts to actually get through.

Outsourced and semi-automated cold calls work if you outsource them to a company that's good at it - like ConnectAndSell - who also offers automated dialing.  They dial multiple names on your list at the same time until someone answers and then the salesperson takes over the call.

An inside team of Sales Development reps can book meetings if you're willing to make the investment and settle for the underwhelming results.  They might be able to average 1.5 meetings booked per week. If they do it on their own, salespeople should be two to three times better.  Of course, if you already have a flow of inbound leads, SDR's can follow up on those leads as they come in.  Immediate follow up has a significantly better chance of converting.  For most salespeople, even with the aid of an SDR-scheduled meeting, the pipeline isn't full.  They need to supplement - but probably aren't doing that.

Woody Allen said that 80% of success is showing up.  While good messaging beats lack of messaging, showing up wins the day over those who hide.

That applies to cold calls.  There aren't many salespeople who are good at making cold calls but those who are committed to making them, are disciplined about it, and call until they reach their targets, succeed because they did what most salespeople won't do.  Here are some good reasons to get back into the habit of picking up the phone, punching in a number and pressing send:

  • Your competition is not making calls
  • You can control how many prospects you dial
  • You can control how many conversations you have
  • You won't have to compete for eyeballs like you do with email or social  media
  • You can get your prospect engaged on a phone conversation
  • You can close for an appointment if you get them engaged
  • You can quickly build a strong pipeline just by showing up (on the phone)

You will crush:

  • Your quota
  • Your best earnings year
  • Your colleagues
  • Your competition

Just pick up the phone and start dialing it!

Image Copyright iStock Photos

Topics: Dave Kurlan, sales pipeline, hunting, sales prospecting, booking meetings

Do the Best Sales Managers Have the Best Salespeople?

Posted by Dave Kurlan on Mon, Aug 27, 2018 @ 17:08 PM

sales-team

We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people.  What happens when strong leaders inherit a mixed team?  What happens when they hire a mixed team?  What happens when we ask the same questions about weak leaders?

I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople.  I was surprised and disappointed by what I found.  Check this out!

In the first table, you'll notice that salespeople reporting to elite sales managers are 14% stronger overall than those who report to weak sales managers.  That's good, but why isn't there a larger gap?  I'll answer that question shortly.

mgrs-to-sp-comparison

The second table clearly shows that strong sales managers have 25% more elite and strong salespeople reporting to them than elite sales managers. How can that be explained? And the relatively small gap from the first table?

mgrs-w-elite-spI have a simple explanation that you may or may not agree with.  Elite sales managers have so much confidence in their abilities, that they refuse to give up on mediocre salespeople.  They believe that given enough time they can coach everyone up.  Along the same line of thinking, elite sales managers also tend to believe that they don't have to hire A players because as long as the salespeople they select have a great personality and industry knowledge, they believe they can train and coach them to become strong performers. Because of that, elite sales managers tend to take shortcuts at hiring time as evidenced by their lower scores for recruiting.  Without a doubt, they should be using an accurate and predictive sales-specific candidate assessment like OMG's award-winning tool.

While the best sales managers do tend to have better salespeople, the contrast is not nearly as sharp as most of us would expect it to be, but explains why leaders don't understand when strong sales manager's teams are not significantly more effective than weak sales manager's teams.

Image Copyright iStock Photos

Topics: Dave Kurlan, Consultative Selling, Sales Coaching, sales performance, hunting, sales effectiveness, objective management group

Prospecting Trends for the Sales Force

Posted by Dave Kurlan on Wed, Jul 18, 2012 @ 23:07 PM

inmail

Three salespeople left voice-mail messages for me today.  They were all cold calls, they were all bad, and they were all following up on brochures they dropped off last week.  Nothing out of the ordinary here, as one of the callers wanted to know when our copier leases expire, one wanted to know when our commercial real estate lease expires and two wanted to introduce themselves as our new reps.

There are several reasons why they were so bad:  

  • They sounded bad on the phone - not like someone with whom you would choose to speak;
  • They were reading scripts - the first tip-off that you wouldn't want to speak with them;
  • They talked about what they wanted for outcomes from their calls instead of about what I might have been interested.  

I have always had a problem with the concept of dialing for expiration dates (think commercial insurance, commercial real estate and copiers) and following up behind brochure drops (think office supplies, hotels and copiers).  Distributing literature is not selling!

I also received 4 InMails through LinkedIn.  I responded to all of the InMails, but ignored the voice-mails.  

The voice-mails were easy to ignore - they were bad and the salespeople told me just enough to know that I didn't want to call them back.  The InMails were about me, I didn't get a chance to hear how bad they were and I was interested in what they had to say.

Salespeople should not use LinkedIn InMails to replace phone calls, as much as they shouldn't be ignoring the power of that social media tool either.  Sending well-written InMails to carefully-targeted prospects might help salespeople stand out and have a better chance of getting a response and/or meeting.  These days I get so few cold calls that anyone who is even borderline effective will stand out in good way.  In the end, these salespeople - both the callers and the writers - are being proactive, so at least they're actually doing something to drive new business!

Topics: sales competencies, sales culture, Dave Kurlan, business development, prospecting, Social Media, inbound leads, hunting, cold call

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader