If you could build a star lead generator for your business, what would they look like? Are they born with the skills or can you train them into stars?
When you look at star lead generation sales professionals, what makes them exceptional at their role? Is it that they have the right training or have the drive to be good at the sales role? Is it money incentives or the right coaching? Or, is it all of the above?
I had a meeting the other day with a business owner of a B2B lead generation and appointment setting business. The meeting was to explore opportunities were we could help each other generate clients and meet sales objectives. What struck me in the meeting was the passion this business owner had for making cold calls. She loved the business and excitement working towards her targets. She explained how B2B lead generation is the best job in the world since she has a direct influence on her role and how much money she will make.
When you look at a star sales professional, you need to have all of the attributes required to get the job done. Just like my 7 year old son trying out for AAA hockey as a goalie. He will need to have the right skills, knowledge and attitude to perform at an elite level. He will need the fundamental skills such as skating, footwork, endurance and strength to handle the opposing team’s shots. He will need to understand the position and know his angles, and reading the play to be in the right position. Lastly, he will need to have the right attitude with focus, concentration, and drive to be the best and not let his team down. A goalie is the last line of defence and a key element to the success of the team. Your sales force also play that same important role since, without sales, there is no business. When you look at your lead generation programs, you need to honestly evaluate the skills of your team. Do they have the right attitude towards selling, enjoy the challenge and rebound from rejection? Do they understand your service and how to sell in today’s marketplace? And, do they have the skill to execute? It is extremely important that organizations hire the right salesperson for the job. A bad decision will reflect negatively on your company brand and performance.
