How to prospect for your skilled salespeople
Is there any benefit to hiring less-skilled salespeople to prospect for my skilled salespeople?
I am often asked this questions, and yes this can be a very good idea. However I don’t believe these salespeople should be ‘less skilled’ salespeople, but rather specialists in prospecting.
They should be a part of your sales team, not separate to it. This means they work closely with your other salespeople, gain appointments for them, brief them on what was discussed, and then together they make the sale. It’s a team effort.
Look for people who like to sell on the telephone and know how to make appointments. Then train them to be the best they can be.
They must also understand the sales process used by your team, and understand your products and service. They also must know not to talk about these on the telephone. If they do, then no appointment is needed! Instead they must talk only about the benefits of a face-to-face meeting with someone who can provide more details.
By the way, most salespeople don’t like prospecting, so finding good telephone prospectors can be a challenge. Look for people who like to sell on the telephone and know how to make appointments. Then train them to be the best they can be.
Wayne Berry, CEO TOP GUN Business Academy International
