Lead development teams are a cost-effective way to develop rapport with prospects during the earliest stages of the buying process. The primary benefit of this type of team is that you are leveraging lower cost reps while allowing your more expensive sales reps to focus on closing deals that are closer to bearing fruit.
Balancing the tension between the need for lower cost and the need to demonstrate expertise
While the idea of low cost labor to manage early stage leads is appealing, it is important to remember that opportunities can be submarined at any stage of the buying process. That means that any time that one of your reps has 1:1 contact with a prospect, it is vital that they are able to ask questions and drive the conversation in a way that demonstrates your organization's expertise. At the same time, you can't afford to put reps on the phone if they sound like robots reciting canned scripts. So how do you close that gap?
How PSP Can Help
A Prescott Sales Pilot delivers content that significantly reduces the time it takes to bring new recruits up to speed. We help develop conversation strategies and soft-closing techniques that will have your newest reps sounding like old pros in a fraction of the time required by most training programs.