Getting Reluctant Salespeople to Fill Their Empty Pipelines
Last week, I wrote this article about the best time to ask salespeople to fill their pipelines. One reader asked how to get salespeople to fill their pipelines.
It's an interesting question because your real performers don't have to be asked. They will keep it filled on their own. If you are having difficulty getting salespeople to fill their pipeline, then one of several things may be true:
- They are relatively inexperienced and, while willing, aren't very effective. This is your best scenario because training and coaching will help this salesperson, but you both must put in the work!
- They aren't motivated enough to do it. This describes most account managers who are happy to live off of their existing business. Unfortunately, while this might be good for them, it isn't very good for you or your business. While there could be a tremendous amount of business which they are managing, they're not setting a good example for others on the sales force. The bad significantly outweighs the good. Unless, of course, all you see is the revenue which they manage, then you'll be blind to all the bad for which they are responsible.
- They aren't committed enough to do it. Bye - It was nice knowing you! There is no place for this salesperson on your sales force.
- Their hidden weaknesses prevent them from doing it. This is your second best scenario, but it will take a lot of training, coaching and time to help them over their call-anxiety and some will never overcome it.