Here are 5 steps to motivate your team to step out of their comfort zone and begin prospecting to build the sales pipeline.

1. 5
Tips to Get Your Sales
Team Prospecting

2. Tips to Get Your Sales
Team Prospecting
Most salespeople loathe prospecting and will do anything they can to avoid it. But
prospecting, when done strategically and consistently, is effective and can be the difference
between hitting your number and falling short of quota. Here are 5 steps to motivate your
team to step out of their comfort zone and begin prospecting to build the sales pipeline.
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3. 3
5 Tips to Get Your Sales
Team Prospecting

4. 1. Set Goals
It’s hard to keep a sales team motivated to do anything without establishing clear goals.
Salespeople are inherently goal orientated individuals and thrive on clear direction and
objectives. Key performance indicators (KPIs) that are aligned with your organizational goals
and are based on conversion rates, close rates and other historical data, will ensure accuracy
and enable you to measure true value and bottom-line growth.
KPIs set for prospecting efforts not only helps measure and compare performance, but also
provides clear objectives to the sales team. Some examples include:
• Hours allocated to prospecting each day
• Emails and calls made to prospects
• Meetings scheduled with new prospects
• Networking events attended
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5. 2. Provide Tools
Don’t just tell your team to start prospecting and throw goals at them without the tools they
need to succeed. Some salespeople are hunters by nature and will require little guidance as
they embark on their prospecting efforts. But for others, it’s a foreign concept and they may
not know where to start. Help them out by providing the necessary tools to do the job.
Conversation guides and call scripts - Inconsistent messaging and an ineffective value
proposition are the biggest hindrances to producing positive prospecting results. Create a
clear call guide that includes the following:
• Talking points that resonate with the target audience
• A clear value proposition
• Answers to commonly-asked challenge questions
• Discovery questions to gather important information
• Flexibility to deviate from the script
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6. 2. Provide Tools
(Continued)
Sales intelligence tools – Time is literally money is sales. Don’t let your team waste time
calling executives only to reach voicemails, disconnected numbers, and contacts that have
moved on. Nothing kills a salesperson’s prospecting motivation quicker than working with
outdated information. Provide your team with resources that ensure they reach your target
market. Examples include, Data.com, LinkedIn Navigator, InsideView, Hoovers, and more.
Salespeople can use these tools to find updated contact information, and company details,
like recent mergers, new hires, spending trends, industry challenges, etc.
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7. 3. Provide Training
Not every salesperson is a prospector. Evaluate your team’s hunting capabilities and
determine training requirements. Have your strongest hunters share tactics and techniques
with their colleagues. Provide one-on-one coaching to those that have trouble prospecting.
Role playing is also a highly effective technique to sharpen prospecting skills. Set aside time
each week to up-skill your team.
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8. 4. Review Progress
This may come as a shock, but if sales management doesn’t enforce it, it doesn’t get done.
Telling your team to prospect, giving them goals and tools is great, but without oversight,
any progress achieved will quickly wane. Track KPIs and prospecting activities in your CRM
and review reports with your salespeople weekly. Show them how these activities impact
the pipeline. These activities will also help you evaluate the team’s performance and offers
coaching and training to those that are underachieving. You’ll find the salespeople that are
most effective and consistent in their prospecting will be the ones exceeding quota.
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9. 5. Reward Results
Some salespeople aren’t solely motivated by monetary rewards. Friendly competition
through contests and gamification programs help to break up the monotony of prospecting
and are fun. Most salespeople hate prospecting for fear of rejection or lack of results. Adding
rewards to the mix helps to remove their fear and emphasize results. Soon your salespeople
will look forward to prospecting and will look at it as a fun exercise that can help them
achieve their goals and become more successful.
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10. Website: www.revecent.com | Phone: (800) 609-8541 | Email: info@revecent.com
We look forward to learning more about your sales
goals and how we can help you achieve greater
success
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