Lead Generation: How to Help Reps Who Are Struggling

November 6, 2013

If you’ve got team members who are falling behind the pack, try some of these tips for lead generation reps.

You’re always (well, hopefully) going to have a few superstars who outpace the team and need almost no coaching. But on the flip side of that coin, you’ll likely have some members of your team who have some trouble hitting their quotas. Of course there are a variety of reasons they could be struggling, and after seven years of leading the team at ExactTarget, Christy Weymouth has a few tips for lead generation reps.

It starts, of course, with the calls. It’s essential, according to Weymouth, that your reps be reaching their daily quota of calls. Once you know they’re doing that, take a look into the results of those calls and what they’re saying on the phone. The biggest thing is to coach them past accepting surface level “no’s.”

Photo by: Curtis Perry

Director Sales Development

<strong>Christy Weymouth </strong> was Senior Marketing Manager for the South Region at <a href="http://www.exacttarget.com/">ExactTarget</a>, a salesforce.com company. She was responsible for establishing the outbound team at ExactTarget in 2005. Connect with her on Twitter <a href="https://twitter.com/christyw4">@christyw4</a>. Currently, Christy is Director Sales Development at Return Path <a href="https://returnpath.com/">Return Path</a>.