Monthly Archives: April 2017

Make It Work

On Project Runway, American Fashion Consultant Tim Gunn coined the phrase “Make it work!” for would-be designers who needed to transform their existing design into something competition-ready in a very short period of time.

Just like would-be designers, your sales reps may need the same advice when using voicemail messages to get the attention of prospects.

According to RingLead, 80% of phone calls go to voicemail and 90% of first-time voicemails are never returned. There simply isn’t enough time in the workday for sales reps to make the number of calls required to translate this 10% call back percentage into a meaningful number.

If they really want to “make it work,” sales reps must focus on increasing the number of return calls that their voicemails generate. Here are some tips:

  • Do your research beforehand and call someone who will understand the unique value your company provides.
  • Lead your prospect to you by sharing an insight or idea that they probably haven’t considered.
  • Include a tangible result that a current customer has been able to achieve because of your company.
  • End with a question that makes them think and encourages them to continue the conversation.
  • When leaving the voicemail, note the best times to reach you, your phone number, and your e-mail address

When it comes to voicemail, these approaches can help make it work!

Quote of the Week: “If you really want something, you’ll make it work.” — Rita Ora

The Perfect Time – Age of Millennials

Within five years, Millennials will account for 48% of your sales force. Millennial sales reps will Millennials Timingwant different things from your business. Now is the perfect time to ensure that your company will be able to attract the best talent possible.

For starters, 88% of Millennials want co-workers who can also be their friends. If you have a small sales team composed of aging Boomers, a new Millennial may not find the camaraderie he seek. which could result in higher turnover.

This is the perfect time to consider how your entire company interacts. With the right culture, cross-functional Millennials from all parts of your company can work together with more experienced staff members to effectively tackle critical challenges.

According to Vorsight and The Bridge Group, 30% of Millennials are confused about their compensation plans. Like the sales reps that came before them, confusion about how much and when you will be paid can cause morale problems and poor sales productivity. Now is a good time to simplify your compensation plans and lock down your calculation/reporting processes.

Furthermore, Millennials crave transparency. They want to learn the inner workings of the businesses where they are employed, and they will reward this transparency with fresh insight and creative problem-solving.

If your organization typically keeps critical sales information close to the vest, now is a fantastic time to give up a little control. By doing so, you can capitalize on the strength of your team and build a better business!

Quote of the Week: “You cannot afford to wait for perfect conditions. Goal-setting is often a matter of balancing timing against available resources. Opportunities are easily lost while waiting for the perfect conditions.” — Gary Ryan Blair