Gold Calls

You’re Business Development Reps (BDRs) may be sinking the ship without you even knowing it.

And it’s probably your fault.

But you can right that ship with one simple daily routine that starts the night before.

Before the BDRs leave for the day ask them to pick one or two of their recorded calls from the day, which achieved their objective; scheduling a meeting, demo, etc. (Note: If you don’t record these calls have them put their notes into your CRM system.)

Then, the first thing the next morning, play one or two of those calls.

Have the BDR and everyone else comment on what made that call good. I call these, Gold Calls. (Pro tip: keep them in a digital library for onboarding new BDRs.)

This meeting should not last longer than 20 minutes. The training, coaching, and reinforcement of the correct way to make the outbound call, will pay huge dividends. And it will start the day with everyone ready to go.

Your BDR’s call may be the first interaction your potential customer has with your company.

Make it a Gold Call.

P.S. If you want the complete Sales Manager’s Checklist, with 12 action items to build a great sales team, go to the About section of my Profile to grab them. Or just Follow and DM me and I’ll send them to you.  No registration is required.

#smallbusiness #b2b #sales #salesmanagement #businessdevelopment

90% of sales outcomes are a result of what’s going on under the surface. I call this The Iceberg Effect. As salespeople that 90% will have a profound impact on your income. If you want to control and improve that 90% go here or Follow me on LinkedIn here. 

Factional sales management
Fractional sales management