What is the best way I can assist a sales rep who is suffering from severe cold call reluctance?
Additionally, this woman was a top producing inside and outside sales professional just a few years ago. Today, she seems like she would rather do almost anything but make appointment calls...which is the primary responsibility of anyone in her role.
Asked By: - 1/4/2011
Best Answer - Chosen by Asker
You need to find out what has changed and caused her to no longer be productive. Until you know that, you can't assist her. Some tools to consider... More
Answered By: jobbend - 1/4/2011
Additional Answers (4)
The secret word here is Planning & Planning .. she needs to do proper planning before the call and collect a lot of information about the company and the person. try this site , it may help http://www.whillsgroup.com/insights/articles/sales-call-planning-what-to-know-before-every-sales-call
Answered By: Douce et belle - 1/4/2011
As a coach I'd suggest you sit down with her and ask her what it is that is making her reluctant. She sounds like she has been successful before so what has changed? Get out all her concerns and fears. Then look at each of them and look at the evidence for the concern (or is it in her mind only... More
Answered By: Tony - 1/4/2011
"Just a few years ago"..... I think this holds the key to your solution. Do you know what took her away from the success arena? Where has she been in the meantime? If you can bridge the enormous gap there seems to be, then you will get her back to the place she was at before.
Answered By: SUE - 1/4/2011
Fear of rejection is one of the biggest reasons reps dislike cold calling. After all, who wants to be told “no” all day long? However, there are other reasons that add to the disdain, including not wanting to bother anyone (the “telemarketing” syndrome), gatekeeper resistance, lack of confidence (in themselves, their... More
Answered By: Somnath - 1/4/2011
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