The realities of COVID-19, coupled with legacy sales issues, are making it more difficult for sellers to set appointments with new business prospects. Problems inhibiting a seller’s access to decision makers — like a lack of trust — have been compounded by the uncertainties of the current business climate. The bottom line, already a tough job, is now even more difficult.
Simply put, helping sellers develop expertise in the Identify and Connect steps of the sales process is needed and will provide a high ROI on training time. Specifically, improving skills related to finding prospects and setting appointments will increase the number of prospects in the sales funnel and lead to cash!