Leadership Blind Spot #6 Not Focusing On Lead Generation
Martin Hill (mISP)
Sandler West Midlands | Empowering ambitious business leaders to grow their business | Leadership | Sales Performance | Associate Lecturer, University of Worcester | Global Strategy | International Operations | NED
This blind spot is not focusing on lead generation. Let’s face it, the part that most salespeople hate is generating leads. They expect you to do it as a leader, but what does everyone say? “Where’s marketing, how do I get more leads?” The fact of the matter is you can’t control whether people are going to say yes or no but you can control, as an individual salesperson, your behaviour. This blind spot says yes, spend a lot of time in the sales funnel looking at what’s going to come through, that’s important, but it’s equally as important if not more important to focus in on the front end. You have to feed your sales funnel. That funnel is always hungry, it can never be over-fed.
Top producers, people who excel, make tens of millions of pounds in sales are always prospecting. Those who had a quick hit and then die out, they prospected to get to a certain point and then they stopped. Here’s how you figure out whether you have a blind spot in this area: Ask your people how many net new conversations do you need, whether it’s with net new prospects or from my existing customer base for you to hit your number? If they don’t know it then we’re in trouble. If they do know it, then you’re one step further for organisation excellence.
If you want to know more about these blind spots, how to uncover them and what to do about them or you are interested in having a free assessment of your business then get in touch.
?