“This is my first week out of my new hire training class and now we are on the phones. Where in the world do I start finding leads?!”
Classic first mentor session with a new sales person. You know the product, you learned the company’s system, now it’s time to SELL. But to who?
Traditionally, companies direct their new hires to websites, such as Hoover’s, to learn about a company- it’s size, industry, and the key players. You decide if there is enough potential to make a dial.
Why is this tough way to start? One can’t determine anything about a company with that little information. Stop wasting your time with outdated information and start building internal relationships.
Here is a FRESH spin on uncovering sales leads-
Consider This: Reach out to senior sales reps, make a friend, learn their tricks and ask if that rep has accounts or companies they suggest you call.
You would be surprised! Since these reps have an established book of business and understand the territory, maybe they want to help you. Perhaps the rep has an account that needs more attention from a hungry new sales person, like yourself. Perhaps that rep doesn’t have time to go after a hot new company but could make that recommendation for you!
WARNING: Do not email a senior rep and directly ask for accounts. You do not want to make enemies in your company before you start. You need that rep to be on your side more than you need the account. Simply reach out, via email or phone, acknowledge that rep’s experience and expertise, and ask for a half-hour of their time. More valuable than any account is the knowledge and direction that person will give you for getting started in sales. You cannot put a price on that advice.
It’s a win-win- you made a friend, you get advice and perhaps a qualified lead, and you make money. Beautiful!
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