Sales prospecting is a skill and an art. A topic on which volumes have been written — volumes busy small business owners don’t have time to read.
With that in mind, Sales Empowerment Group created the Sales Prospecting Checklist, which gives business owners and C-level executives a tool with which they can review and evaluate the quality of their prospecting process, and make sure all possibilities are in play or being considered. For example:
Define the Target — Do your sales professionals have a crystal-clear idea of the prospects you want them to call on? Without this, even if new orders pour in, they may not be the ones you are looking for.
Create the List — Are you exploring all of the many sources of new prospects, such as Twitter profiles and supplier referrals? It’s easy to get in a rut and look for leads in the same places.
Schedule the Work — Does your sales team follow best practices for prospecting effectively? Do you have a standardized system?
Research — Are you gathering the correct prospect data, and all of it? Your CRM works only as well as the data that goes into it.
Plan the Attack — If the sales team has been organized up until now, but then “wings it” when time comes to make actual contact with the prospect, all is lost.
Get Excited — Some business leaders scratch their heads because all the prospecting fundamentals are in place, but somehow results are weak. Perhaps the issue is motivation. Are sales reps doing the things enumerated in this section? They can help!
Use the checklist as a conversation starter with your sales manager or the whole sales team. It’s an easy way to give your sales prospecting function a top-to-bottom review. Take a look at the Sales Prospecting Checklist now:
Brian O’Neill and Sales Empowerment Group have helped the most innovative, fastest-growing businesses and Fortune 500 companies with sales consulting, sales training, sales recruiting, inside sales and a unique program called “The Interim VP of Sales Program.” O’Neill is also the author of several books available on Amazon.