All year long, my buddy Walker tells me stories about hunting. He enjoys talking about his trips into the woods to hunt various kinds of animals and birds. He also talks about the different guns and gear he uses. He is in a constant state of preparation and maintenance.
Throughout the year, Walker focuses on different animals. He knows when to hunt and what gear he needs, based on his target and the season. Obviously, shooting deer when it's not deer season will get you arrested. Shooting rabbits with a .30-06 will kill the rabbit but leave nothing behind that can be eaten. He adjusts his approach based on his target.
When salespeople are tasked with finding new and additional revenue, they need to know what they're supposed to be hunting. As they prepare for sales calls, they need to be armed with the right questions to discover what their prospects need to talk about. They need to have the right product knowledge to understand what their prospects' answers mean.
When I ask Walker what he is hunting this week, he can tell me. And when Walker tells me it is rabbit season, I know that means he is prepared to shoot rabbits. When you ask your sales team what they are hunting this week, do they know what they are looking for? Have they prepared to shoot the animals you need to feed your business?
Does your sales team need help hitting the right targets?
We should talk.
Contact Matt Nettleton, Sandler Training, DTB at matt.nettleton@sandler.com or 317-695-8549.