I could feel the team’s anxiety and nervousness as I sat with one rep as they all started their phone session for the day.
It’s tough enough having your manager sit with you but your director..
I knew this but also knew I could help.
The team would typically average 4-5 appointments booked per rep in a normal session.
In the past, I had heard the STORIES created in their minds that they were a “small market” with “less opportunity and smaller deals” and as a result couldn’t book as many appointments as a “big market.”
I listened quietly as the team quietly dialed.
After I heard each dial, I’d coach, guide, praise, and tweak.
Rinse and repeat.
I switched to a different rep every 30 minutes.
Nothing I tweaked or coached on was a major shift or change.
The team averaged close to 12 APPOINTMENTS BOOKED PER REP in the same amount of time as usual, 240% higher than they had ever been.
The team was FIRED UP and went into the field with even more momentum closing a ton of business as well!
As a leader, sometimes the most important job of yours is helping your people remove limiting beliefs and write a BETTER STORY.
Do you agree?
P.S. If you want to learn key phone strategies, click here for my new free webinar.
#sales #coldcall #saleslife #sdr