How Much Should Sales Reps Ask of Prospects?

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Question MarkLuckily for you, I’m in a pot-stirring mood.

Last week, I was on a call with the founder of an interesting start-up that provides a pretty cool new service for sales development teams.

We are intrigued by this technology and are considering a small trial to test its business value.

The founder agreed with our data-driven, scientific approach and seemed willing to help us devise a good test.

But then he asked for a commitment from us:

“I need you to commit to making sure your sales development reps spend 20 to 30 minutes a day doing such and such,” he said. “That’s the only way you’re going to get the results you want.”

I know exactly why he made that request. We sell software, too, and we’re confident it can produce amazing results if the sales teams who buy it will just commit to using it properly.

That goes beyond simply learning how to use the technology. Sometimes it requires a change in mind-set and sales process as well.

But at what point does what the salesperson is asking you to do cancel out the benefit you will gain from using the solution?

I don’t run the sales development team, so I might be overreacting here. But when I heard this guy’s ask, my first thought was, “I’m not sure if it would be worth it for every rep on our team to spend a half-hour each day on this particular task. It might hurt us more than it actually helps.”

And if they don’t see immediate results, I’m pretty sure they’re not going to keep doing it.

If you’re reading this, I’m pretty sure you run into this tricky, little issue on a daily basis:

How much is too much to ask of a prospect?

And what can you do to help them see the value in doing what you recommend?

We’d love to hear your thoughts in the comments.

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Image credit: Micky Aldridge

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