The most valued skillset that your account executives possess is their ability to advance a potential customer through the buying cycle to close.
In order to capitalize on this skillset, many companies separate prospecting from closing, allowing their sales teams to divide and conquer by focusing on what they do best. The prospecting group is often called “sales development reps” (SDRs), and the closers are usually “account executives” or “sales reps.” This specialization helps both groups stay productive and motivated.
But sometimes your sales reps will have to prospect. You know this time has come when you look around the office, and your salespeople are just bored. They aren’t bored because they’re closing all their prospects at an incredible pace. They’re bored because they don’t have anyone to talk with.
Their pipeline has essentially dried up. And yeah, it may not be their job to develop pipeline. But if they don’t, it’s clear that they won’t hit their number. And if you’re a fast-growing company, the last thing you can afford to do is to slow down your growth and momentum.
Your only option here is all hands on deck. And that means your account executives need to start building their own pipeline. They are going to need your help; what are you going to do?
You go after low-hanging fruit.
Here’s the 5-step process to capture your low-hanging pipeline fruit.