Get More Leads – We’re Not Just Talking to the Sales Team!

by: Luke Kreitner September 17, 2018

You read that right. Sales opportunities aren’t just for the sales team. From customer service representatives and C-Suite executives to company drivers and account managers, the chance to get more leads is open to your entire company. Why? The simple answer – companies that adopt a sales culture increase sales simply by putting salespeople in front of people and opportunities they didn’t know existed. If immediately increasing sales doesn’t motivate you to try on a sales culture at your company, here’s some other reasons:

Get more leads the easy way: with referrals.

According to Joanne Black, an expert sales professional on a Saleforce post, “the fastest way to get every meeting at the level that counts and to convert prospects into clients more than 50 percent of the time is through referrals.” A sales culture gets you more quality referrals from untraditional places and reduces the amount of cold calls sale reps have to do. How? Through customer service reps, account managers and delivery drivers. These teams often hear client feedback and are in a unique position to not only upsell products but to pass on quality referrals to the sales team.

You can improve sales motivation at every level.

A motivated sales rep makes more deals. A motivated employee takes pride in their job. When you see everyone in your company as a salesperson, you have the opportunity to build in accountability and empowerment where none had existed. Positive accountability empowers employees to take action in their jobs, especially when that means everyone’s goals are aligned to the company’s cause. Gone will be the days of not being able to connect their work to the bigger picture.

Your sales goals can benefit from the old adage, “people buy from people.”

Every person in your company has a network. In those hundreds of different connections, there’s people who may benefit from your services and a person in-house that can get your salespeople a warm introduction. It’s easier for prospects to buy from someone they know than a stranger boasting even the greatest value proposition. A sales culture gives every person in your company the power to positively influence sales goals, and it would be a shame to miss out on that.

Add distributors to your sales strategy to build market share while reducing costs.

There’s an entire salesforce outside of your company’s walls that could increase sales – your distributors. Use market and end-customer intelligence to train distributors so that they understand how to sell your product and to whom. Reward high sales volume and loyalty with incentives.

Developing a sales culture starts from the top with leadership and trickles down into every department, team and person below. Effective sales cultures benefit all parties involved, empowering employees, motivating sales reps and making corporate revenue goals a reality. Check out our presentation for more on sales cultures and creating sales opportunities.

 

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About Luke Kreitner

Luke Kreitner is the VP of Sales at Incentive Solutions, an Atlanta-based incentive company that specializes in helping B2B businesses accelerate growth, increase sales, motivate channel partners and retain B2B customers.