What Is Your Company’s Prospecting Culture?

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority.
Your role as a sales manager/leader is not to be the best prospecting person. Your job is to coach and support the job of your people when it comes to prospecting. Each time you change your sale’s team focus to resolving petty issues with existing accounts rather than prospecting, you’re defeating yourself.
Check my video on this same subject:
Prospecting is not something you wake up in the morning excited about doing. I’m sure there are a few people eager to, but don’t kid yourself into thinking you’ve hired all of them! Too many companies are missing on their plan because of a failure to properly prospect.
Here are four quick things you