Getting New Sales Reps to Produce Revenue

The faster we can get new sales reps producing revenue the better. So what works? Jill Konrath shares 5 great tips for new sellers on her Selling to BIG Companies Blog and it’s definitely worth a read. I particularity liked tip number four about creating an “account entry campaign.”

One of the most difficult and consistent challenges for sales people is getting their foot in the door with the right people, at the right companies. Here’s 5 more lead generation tips I’d recommend for new sellers.

1. Define your goals – Be clear on what you want. Do you want 20 more leads in your database? Do you want to generate $995K in net new customer in revenue this year? Do you want to add 15 new clients this quarter?

2. Develop a lead generation calendar – Map out your activities for each month and then really follow it! Don’t just make irrelevant pitches more often! Create a plan to add value every time you touch your future customers with relevant ideas, content and resources.

3. Build your personal prospecting engine – Leverage these activities by communicating with your prospects, customers, networks and alliance partners in a consistent manner by using traditional direct marketing methods such as direct mail, phone calls, and personal email messages.

4. Use your CRM – Don’t create the biggest database of contacts possible. Instead, seek to create the most relevant database possible that contains the right companies and contacts that influence the buying decision. In the beginning, you won’t have all the data you need. Be patient and you’ll build the opportunity profile over time. See each conversation as an opportunity to build a relationship.

5. Be consistent – Remember the fable about the tortoise and the hare? Dig your well before you’re thirsty. No matter how busy you are, be sure to make time to do lead generation activities, especially if you don’t have a marketing team supporting you.

Your suggestions please…what else would you add to this list?

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