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What are some of things that inside sales people should focus on at the end of the month/quarter?
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Why should it be any different then any other time?
One of the problems with salespeople is that they often ride a roller coaster. One month sales are great, the next they are not so great. They go up and down because they focus too hard on prospects ready to close. Then the next month they focus entirely on cold calling because their pipeline was wiped clean.
Salespeople should always spend some on prospecting to new clients. This will even out that roller coaster. However, it will also do more. It will actually increase closed deals. . . How?
Now instead of cold calling all day, they will only spend 2 hours cold calling each day. They will be much more effective. If they are cold calling all day, they will have a hard time with their motivation. If they are cold calling every day for a small portion of their day, then they will be more successful.
Ryan Alex
http://www.ryanwalex.com
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