How to Improve Prospecting Productivity

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http://www.thevarguy.com – Yesterday we kicked off a prospecting training program for a VAR sales team with eight reps and a sales manager. During the kickoff we always ask the sales reps what metrics they want to hold themselves accountable to, and where they feel they’ll be most challenged. The sales reps gave the usual metrics: number of prospecting calls made, connections achieved, new appointments set, and new opportunities entering the sales pipeline. But when answering where they’re most challenged, the answers deviated from what we typically hear. This team has attended prospecting webinars we’ve done befo (IT news)