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As the year winds to a close motivation tends to wane and panic can set in with your salespeople. Increase the former and decrease the latter by giving the gift of a “resurrection” call.
Resurrection calls start when each of your salespeople goes back through opportunities that either didn’t close or went dark in Q1, Q2 and Q3 and cull out a list that they believe could be resurrected. Coach them on a “‘no now’ doesn’t mean ‘no forever'” mindset, but don’t let them drink Hopium. Not all of their opportunities from the first three-quarters of the year will be viable resurrection opportunities.
Next create accountability with your salespeople on when they will reach out to their resurrection list by phone. Coach them to have a “no begging” mindset on those calls. They are genuinely curious to discover if their prospect wants to resurrect their opportunity.
By doing resurrection calls your salespeople will either get a gift of new business before the end of the year, a completely closed file that they don’t need to waste more time or energy on and/or a real, qualified opportunity to add to their funnel for Q1.
Until next time… go lead.
Happy Holidays to you and your team – Sandler in Calgary.
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