Collaborating with your sales team: How to share best practices?

To accomplish a shared objective, cooperation is essential. Additionally, it is crucial to collaborate when it comes to lead generation and appointment setup because doing so allows us to maximize our efforts, share knowledge, divide up the work, offer support, recognize accomplishments, produce more leads, book more appointments, and advance the sales.

Having common goals is essential and also very important to communicate about it. What are we trying to achieve as a group? What are your key objectives for today/this week prospection session?

By creating a library of scripts, also helps to build a data base and research for the better approach. The key and primary step is the ICP, then record your scripts and update the templates according to what works better for each. The measure will come along as you build for each call.

Role playing - a good way to practice the script, explore different scenarios and build confidence. Take time to prepare your scenarios with different situations (including objections handling) and make all the team members involved during the role play sessions, each team member should play the role of the salesman to ensure everyone practice…This activity is funny but helpful because we are training people to evaluate the calls and share constructive feedbacks, thus helping them to see their own area of improvement.

Role-play is crucial to practice the scripts & templates defined by your company. Internally with your peers, this is a safe environment: you can make mistakes, trying different approaches without harming the relation with your customers/prospects.

Listen to recorded calls from a colleague helped me discover another way to approach Customers and build rapport with them. I gained a lot of insights from those calls. After listening sessions I felt more confident in taking calls because I was able to identify my strengths and areas of opportunities. Listen and learn is a good way to improve sale team competencies, but it will be good to ensure the calls listened are from people who are doing things in the right way ( follow the script, use the right probing questions, handled objectives ….). One to one coaching session should also be done.

Nothing is quite as effective as call listening sessions with the team, especially if the leader has calls to share. Listen to both good and bad calls - you can learn from both.

Creating challenges are very important to motivate your sales team. It also create a spirit of healthy competition. The reward doesn't need to be extra fancy but something like a gift box, free dinner, some corporate swag will add extra motivation.

Using VOIP tools and saving playlists of the best calls while identifying what went well and in which part plus having a play list of calls that could have been better and letting the team to identify the areas that could improve.

With the COVID-19 pandemic and remote work, it might be hard to reach prospect only via phone. The best cold calling technique is a 360 degrees approach: leverage LinkedIn and InMails, emails and scheduling polls, phone and personal connection to get that conversation. Also, perseverance is key. Try multiple time, at different moments of the day, leverage the 360 degrees approach. And then, try again!