The telephone is a salesperson's lifeline - from sealing deals to everyday account management. But daily demands can make proactive lead development daunting. Inspire your sales team with a creative calling blitz.
With a specific goal or task, a sales blitz can generate big results in a short amount of time.
Designing The Blitz
Ideally, you'll want to get input from team members. From developing an effective strategy to choosing incentives, involvement yields commitment. Also, consult your team about realistic and achievable goals to help drive their motivation.
Make sure everyone clearly understands the single purpose of the call. Are you making an announcement? Scheduling meetings? Generating fresh leads? Whatever it is, keep it simple and focused. Come up with an opening sentence or two; then let salespeople tweak key messages to fit their approach.
Financial incentives only go so far, so consider the culture of your workplace and ask for new ideas from your sales team. Have fun with games or contests. Rewards can be as simple as candy bars or exclusive use of the "good" office, parking spot or other coveted items.
Effective Execution
In reality, your team will likely leave a lot of voice mails. Plan ahead and use this to your advantage by crafting a script to guide callers. It's easier than you'd think to forget fundamentals like your name, number and a call to action, such as "call me back" or "visit our website." Recommend that team members practice the message on their own voice mail. It's true that you are your own best critic.
Clear schedules for a day or two when everyone can make calls with purpose. In fact, show your team that you still have what it takes by include yourself in the blitz - and contests. You'll add spark to the competition while putting the sales strategy and message to the test.
Here are some basic steps to get you started.
Ready, Set, Sales Blitz
1. Decide who to call and why
2. Clear schedules
3. Determine incentives; reward success
4. Train with scripts and role-playing
5. Visually display goals and motivational quotes
6. Cater lunch; provide snacks and drinks
7. Debrief frequently to share successes and challenges
8. Record results and update databases
9. Staff a call-back line
10. Participate
Finally, learn from each other by sharing successes and challenges. Schedule frequent debriefing sessions to check in with the team and reevaluate your approach. Each time, callers will return to their task with a fresh attitude and a renewed drive for success.
Kelly Burkart is a Twin Cities-based freelance writer.
