The Art of Persuasion
The art of persuasion has long been a central focus of human societies. From the oratory skills of great leaders to the persuasive methods used by advertisers, the scientific study of the factors that influence behavior change has been around for years. Whatever precise mechanisms involved, there can be no denying that the ability to persuade others is an essential skill for success in sales. And because sales are such an integral piece of a functioning business, salespeople are given several customer focused responsibilities. In consequence, any business owner must ask themselves, “Are my salespeople qualified to give up on a customer?”
Companies aiming for long-term profitability must be able to effectively connect with their customers and build strong relationships with them. Whether that’s through offering high-quality products and services or engaging them with compelling marketing messages, customers are the lifeblood of all businesses. At the same time, sales professionals also bear the responsibility of deciding if a customer is no longer a viable lead. This can prove to be tricky because, in many cases, sales professionals lack specific product or company insight that could make or break a sale. Management involvement in the action of dropping leads would allow the company to improve its marketing and sales processes as well as increase company profitability in the long run. In fact, studies have shown that when management is involved in the sales process, dealers saw a 20% increase in their total number of closed deals.
Manager intervention when dropping leads can also open the opportunity to offer guidance and support to salespeople. Every salesperson hits a drought at some point in their career, its inevitable! When management is given the chance to review each dropped lead, they are much more likely catch possible errors made by their salespeople. This gives them an opportunity not only revive these lost deals but also open doors for coaching throughout your entire sales staff!
Are Your Salespeople Qualified?
So, what’s the verdict? Are your salespeople qualified to give up on a customer? In short, not always. While it is ultimately the responsibility of the salesperson to determine when a lead should be dropped, management involvement can help ensure that this process is carried out in a way that benefits both the customer and the company. By monitoring how salespeople are handling their leads and dropping those who are not likely to convert, companies can improve their marketing and sales processes while maintaining profitability over the long term.