Prospecting can sometimes feel like a never-ending grind. It can be tough chasing down new leads that are often met with silence, rejection or a lack of interest. The process can feel like a constant uphill battle, especially when results aren’t immediate, leaving reps discouraged and overwhelmed. Even though prospecting may not be a sales rep’s favorite part of the job, it’s a crucial task that requires daily commitment.

So, how can you keep your sales team motivated without burning them out? Jeb Blount, the founder and CEO of SalesGravy.com, has put together some insightful ideas to help sales leaders drive prospecting habits while maintaining enthusiasm and energy.

In this issue of PromoPro Daily, we share some of his strategies for keeping your team on track and engaged, even when they’re not necessarily enthused about prospecting.

Talk about prospecting every day. Prospecting should be a daily conversation. Blount says you may feel like a broken record, but repetition is crucial for setting expectations.

Be there for the call blocks. If your sales team works on-site, Blount says you can gather them on the sales floor and power through. If your team works remotely, get everyone on a video call. It’s important that you see them and they see you.

Run high-intensity sprints. Break your calls into short bursts that last 10-20 minutes. Take a break and go again. Blount recommends keeping a virtual whiteboard to track dials, contacts and appointments in real time.

Overcome the complaints. Reps may feel like they’re being micromanaged, but Blount says if you keep it fun and energetic, they’ll often appreciate the structure.

Lead by example. Don’t hide in your office while your reps are making calls. Make calls with them. When they see you doing the work, Blount says they’ll know you mean business.

Most reps don’t get super-excited about prospecting, but you can keep the energy high by consistently encouraging them and leading by example. Remember that if there’s no prospecting, there are no leads, no deals and no revenue. By setting clear expectations, offering support and creating a culture of consistency, you’ll inspire your team to make prospecting a regular part of their routine. This kind of leadership will pay off in increased productivity, morale and sales success.

Compiled by Audrey Sellers
Source: Jeb Blount is the founder and CEO of SalesGravy.com. He’s also an author, motivational speaker and successful sales executive.