Sales Prospecting Perspectives

Even though February is technically the shortest month of the year, this year it feels like the longest.

With snowstorms Juno and Pandora having just passed, mountains of ice piling up in our parking lot, and temperatures at a record low, February has quickly become the Debbie Downer of the 12 months.

And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you're not keeping a close eye on your team. Especially when the storms make it so everyone has to work from home.

By now, if you have read a few of my blogs, you are well aware of my opinions on winter in New England…In short, I hate it. 

In Boston, February is jokingly referred to as the “longest short month of the year” due to what feels like near constant snowfall and nights and weekends spent hibernating to avoid the bitter cold temperatures. 

February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. 

I tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers.  These four guys spend their days making sure our SDRs are performing at 100% every day.  I thought they could provide some great perspectives on what they do to keep their reps motivated and what they like most about sales development management, training and mentoring.  In part one of this blog post, we'll hear from Greg and Jimmy.

Like most people, I love Christmas.  I love the beautiful twinkling lights everywhere, shopping for gifts, and spending quality time with friends and family.  December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara.  What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team.  Below are a few sales motivation tips for your teams in the month of December.

Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka, Inside Sales Representative at AG Salesworks, and Kenneth McKenna, Business Development Representative at AG Salesworks.

Working in inside sales, we’re able to rediscover and uncover value from past experiences that help us prospect better. For Mike and I, playing football was something that surrounded all aspects of our lives during our tenure on the field. Now, a few years removed from the game and beginning a career in inside sales, all the messages and tips we were so accustomed to hearing every day from coaches and teammates have found resonance in our daily work.

Here are 7 pieces of inside sales advice lessons we've learned from playing football: