If you want to keep a beast happy – feed him.
If you want to keep your salespeople happy – feed them too. But feed them with good leads and qualified prospects.
All too often, salespeople are told to find their own leads and prospects. There is nothing wrong with that. When times are slow, doing some research on the side is OK. But if your salespeople are spending too much prospecting, that means they are spending too little time selling.
Based on numerous studies, the average salesperson only spends about 30 percent of his time actually selling. The rest of the time is spent on training, administrative work, account management, and other tasks.
This is why it’s so important to have a marketing team on board to help your sales team. Using tools like Data.com (formerly Jigsaw), DiscoverOrg, Zoominfo, and others can help your sales team generate more business.
What’s worse than a bad salesperson? A bored one. Why? Because bored salespeople who are good in their profession start seeking other opportunities. And you don’t want that to happen.
So always feed the sales beast.