THE NUMBERS GAME:
Rule of thumb, ten cold leads will get one prospect, ten prospects will get one customer. How many calls a week is that against the number of customers you expect from each salesperson. More importantly how many contacts are your salespeople really making a week? Selling is a numbers game, the more we talk to, the more we get. Make sure they are networking.
TESTIMONIAL TRICK:
Third party testimonials are very powerful but hard to get. The best way to do it is to ring up the customer (when you know things have gone well) and ask questions that you know will get positive responses. Then ask permission to write the customers experience down, ask permission to send it to him/her and then ask that he/she put it on the company letterhead and send it to you. If you ask customers to write testimonials they will always be too busy, this way you take the thinking out of the process and most will accede to your request.
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