Rethink Your Models

Playbooks, scripts, and call plans are all valuable. They still need relevant context. 

There need to be people in your organization who are setting examples for how to use these tools effectively, and preferably in more than one way. Sales reps, especially those with less experience, need to see these plans in action in such a way that they can see themselves using them.

These people could be a couple of top performers. It could be the team leader. It could be someone brand new to your team who is going out on a limb and trying something different. 

It should be all of the above.

There’s no single way to make the tools work, and you don’t want to be over-prescriptive, but leaving a seller on an island with thousands of possibilities is a surefire way to get them to shut down. 

Don’t provide turn-by-turn directions, but give them a couple of roadmaps and suggested routes. That will allow them the freedom to discover their own path while still knowing they’re headed in the right direction.

Have your team partner up. Let each team member shadow the other for a day or two. The cross-pollination of ideas is powerful. It will set your team’s creativity and effectiveness on fire.

Download the 8 Reasons Your Team Isn’t Creating More Opportunities white paper at https://jeffbajorek.com/8reasons

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