You can’t be at all places at all times helping everyone at once. Leverage your resources! You have members of your sales team who are experts in certain areas, or have specialized knowledge on various topics. Leverage this! Get your team connected so that when you might not be able to jump on something, you can rely on your team to help each other out.
Here is a great example of how I would do this. Kathy was a top-notch seller on my sales team and she knew how to produce masterpiece ROI presentations. She would highlight the hard and soft costs for the client, the detailed returns, timeframe for breakeven, etc. Kathy had beautiful decks of multiple ROI’s that she had presented with great success. This was a major strength with Kathy.
In the meantime, Paul, another member of my team, was asking me (his manager), to help build out an ROI for a client that was asking for one by the end of week. It was already Wednesday! Sure, I could have built one from scratch with him which would have taken a considerable amount of time. Instead of going this route, I called Kathy and I asked if she would be kind enough to take some time to help Paul with showing him an ROI deck that she had recently done. Kathy was delighted. (Note: people love the feeling of helping other people. It is one of the best feelings that we can have). Kathy not only connected with Paul, but she walked him through the content, helped him plug in his numbers based on his customer’s needs, shared the deck, and within that same day, Paul had a great-looking, realistic, ROI presentation for his client.
Leverage your team by knowing their individual strengths. This helps you manage and lead more effectively. The sales reps love it too. It gives them more time to connect with their peers and understand how they would approach things. It builds bonds for the long term. This is what you want. This strengthens and fortifies a team. Leverage your resources!
-Happy Selling!