Which Lead do You Think Will Close Next?

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If all your reps are writing proposals, trying to sell leads, but getting no interest and not closing any deals, your sales floor is going to sink like the Titanic. In many cases, a dynamic like this is the result of poor coaching. It could also be the fact that your team simply doesn’t have the sales strategy needed to support such efforts, or that you’re paying too much attention to how many leads are in the pipeline, and not enough to the quality of said leads.

No matter what the case may be, asking this question during your sales rep one-on-ones will allow you to get your hands around the issue and come up with a sales training model or approach to rectify it if need be.

4. Why?
If you want your sales reps to be as focused and outcome-oriented as possible, it’s important that they pay close attention to the opportunities that are most likely to close.

This is an essential consideration in the world of pipeline chinese overseas america database coaching. While many sales teams focus on driving sales reps to close every single lead in their pipeline, this is an unrealistic goal that isn’t ultimately sustainable. In fact, it’ll have a long-term, negative impact on the mindset and motivation of your sales reps.

With this in mind, start asking questions that encourage your sales reps to focus on the highest-value, most purchase-ready prospects and why they’re likely to close. This approach is essential to the long-term success of your team and will work wonders to keep reps motivated.

5. What can the Team (or Myself) do to Help You Succeed?
When your team can help you help them, everyone wins. Remember: an individual failure is really a group failure.

With this in mind, be upfront and open about asking your reps what they need, how you can help, what they feel they’re not getting enough of, how you can support them in progressing through a deal, or how they wish they could leverage their network.

Once you’ve gotten their answers, take real and proactive steps to make them a reality. When sales reps see that you are supporting them and taking their needs into consideration as you build out your training programs, it’s easier than ever before to create a sustainable team that meets its goals every month.