More Challenges

If any of these challenges sound familiar, you've got Art, or skill oriented challenges - and that impacts your team's Effectiveness.

• There are just too many possible ways targets say no for us to prepare for. It's an overwhelming feeling, so my team just doesn't make the calls.
• We've taught our sales team how to handle objections they hear during a buying cycle but they don't seem to work very well when trying to set appointments.
• All of the appointment-setting methodologies we've tried seem to be somewhat confrontational when the target says no. My sales team tells me that they feel unprofessional using some of the 'in your face' techniques.
• My sales team says that leaving voicemails is a waste of time.
• I have no idea what my sales team is saying when they leave voicemails.
• My sales team tells me we don't need appointment setting skills because we only call warm referrals or answer inbound inquiries—yet, when I ask them why we don't turn all of those calls into appointments, they have no answer.
• My sales team is much too likely to try to sell on an appointment making call when they think they've got an interested target—failing most of the time to even get the appointment.

For more information on how to solve these Art oriented challenges, click here.

If any of these challenges sound familiar, you've got Science, or organizational and speed oriented challenges - and that impacts your team's Efficiency.

• Our CRM application just doesn't seem to be productive for the appointment setting process.
• Our sales team just won't use our CRM application for appointment setting. They say it is too slow and cumbersome.
• I don't trust the reports I get from my sales team each week regarding the number of dials they made trying to set Initial Appointments and my CRM doesn't provide reports that focus just on this step.
• Our sales team constantly is telling me about targets they forgot to call back when promised.
• When a territory turns over, it seems like my new sales professional is starting from scratch in that territory.
• One of the reasons my turnover on my sales team is so high is that I see them calling on exactly the same non-qualified targets the previous person did, adding to their frustrations and my cost of sales.
• We can't tell how effective different lead generation campaigns are converted into Initial Appointments and sales opportunities, let alone sales.

For more information on how to solve these Science oriented challenges, click here.

If any of these challenges sound familiar, you've got Best Practice, or process oriented challenges - and that can impact both your team's Efficiency and Effectiveness.

• It is difficult to the sales team to use the prospecting Best Practices that we have designed for them.
• Each sales team member is left to their own devices when it comes to how many times they'll attempt to call a target for an Initial Appointment.
• Each sales team member is left to their own devices when it comes to how often they'll attempt to call a target for an Initial Appointment.
• Each sales team member is left to their own devices when it comes to what they'll say when attempting to set an Initial Appointment.
• My sales team seems to hold on to poor prospects that are already in the pipeline because they don't want to pick up the phone and make the calls necessary to find another prospect.
• We don't practice any sales skills in our weekly sales meetings.
• I don't know how to coach my sales team to get better at setting Initial Appointments because the process of setting those appointments seems to be nothing but a 'black box' to me. I just can't see what goes on between the dial and the appointment.

For more information on how to solve these Best Practice oriented challenges, click here.