When you look at star lead generation sales professionals, what makes them exceptional in their role? Do they have the proper training or do they have the drive to be good at the sales role? Is it financial incentives or proper training? Or is it all of the above?
I had a meeting the other day with the owner of a B2B lead generation and dating business. The meeting was to explore opportunities where we could help each other generate leads and meet sales goals. What struck me at the meeting was the passion this business owner had for cold calling. He loved the business and the thrill of working to achieve his goals. He explained how B2B lead generation is the best job in the world as it has a direct bearing on your role and how much money you will make.
When you look at a star sales professional, they should have all the attributes necessary to get the job done. As is my 7 year old trying out for rep hockey as a goalie. You will need to have the right skills, knowledge and attitude to perform at an elite level. You’ll need fundamental skills like skating, footwork, stamina, and strength to handle opposing teams’ shots. You will need to understand the position and its angles, and read the play to be in the right position. Lastly, you will need to have the right attitude with focus, concentration and drive to be the best and not let your team down. A goalkeeper is the last line of defense and a key element to the success of the team. Your sales force also plays that same important role since, without sales, there is no business. When you look at your lead generation programs, you need to honestly assess the skills of your team. Do they have the right attitude toward the sale, do they enjoy the challenge, and do they bounce back from rejection? Do they understand your service and how to sell in today’s market? And do they have the ability to execute? It is extremely important that organizations hire the right vendor for the job. A poor decision will reflect negatively on your company’s brand and performance.
