Client after client, the issues and problems sales teams face are to do with Doctor Who police box Merry Christmas shirt, sweater– ‘my sales team haven’t got enough time to prospect’, ‘my sales reps don’t have time to nurture leads or follow up personally’, ‘we have too much business to cope with’, ‘we have too many leads to pursue’, ‘I can’t engage with any more leads until I hire more people’ etc. Key to our philosophy is delegating responsibility to improve efficiency – so if there was one thing that could make a significant difference to how many leads your reps close, it would be splitting your sales team by function. This would mean more time to focus on everything a salesperson needs to close a deal.
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Prospecting and lead generation, and making sales and Doctor Who police box Merry Christmas shirt, sweater, are fundamentally different roles, both entailing specialist training and significant portions of the working day. To save your team time, and to ensure you are playing to your salesperson’s strengths, consider splitting your team into specialized roles that reflect their skillsets. These can then work with each other to optimize your sales cycle and allow a greater focus and precision in how each rep carries out their role. What is the most important piece of information you are trying to convey? Is it that you only worked two hours yesterday or that you only worked on the most urgent tasks? Once you have decided that, you can construct the sentence by stating that piece of information first.