Things the Best Salespeople do When Their Manager is Not Looking

Improving sales performance happens when salespeople do the little things that make a difference.  The best salespeople do these things without being told — they even do these things when their manager is not looking:

1. Prospect for quality accounts.

2. Spend time developing valid business reasons to get appointments.

3. Block out an hour a day for phone time to set appointments.

4. Use a persistent yet professional approach to set appointments (7-9 attempts over a three week period).

5. Conduct ten (10) quality calls a week with a blend of current customers and new business prospects.

Unfortunately, most salespeople struggle with many of the items on this list and improving sales performance suffers. 

There is a way to prop up sellers in the areas of sales related to finding new business prospects — it is called inbound marketing.

Imagine a world where new business prospects FIND the seller and every seller has at least ten quality face-to-face appointments every week!  This world exists for many sales organizations. 

Download 30 Days to Inbound Marketing Success to find out

how to start a lead generation machine for your B2B sales organization.

Kurt Sima is VP/Senior Consultant for The Center for Sales Strategy