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Setting Outreach Objectives
FROM BULLETPROOF SELLING:
Sales leaders have been attempting to manage outreach objectives for their salespeople since the first company was founded. However, managing outreach objectives often sounds like ‘make more calls’ or ‘reach more prospects.’ No high performing team would issue goals that general, and no Bulletproof team would leave such an important objective to chance.
Instead of managing the lagging indicators of success on their sales teams (calls made, decision makers reached, etc.), Bulletproof sales leaders structure the game in their favor before ever dropping a lead into one of their salespeople’s pipelines. This means structuring the outreach objectives within campaigns to remove hope from their strategies. Rather than measuring the gross amount of effort of every salesperson, they can instead manage adherence to the campaigns and spend their time where it’s most needed – coaching salespeople to have better conversations when their outreach attempts yield sales meetings.
From Chapter 6: