Prospecting Roundup: 7 Articles to Improve Your Sales Team’s Prospecting Effectiveness

prospecting effectiveness

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016.

To help you optimize your team’s sales territory planning strategy, we’ve rounded up 7 posts from The IMPACT Sales Training Blog that focus on the sales skill that is so crucial yet so commonly underemphasized—prospecting. Check out or revisit these popular posts to keep your team focused towards new business in 2016.

As you finish up the 4th quarter and begin filling next year’s pipeline, make sure your reps have a solid plan to hit their numbers. The Sales Territory Planning Workshop coaches salespeople on the best strategies for developing sales plans that they can implement, track, and measure for success. Your reps will come away from the 1-day program with solid, actionable prospecting checklists and a concrete plan for hitting their numbers in 2016. Learn More


13 Winning Questions

Asking the right questions is key. Here are 13 that you should never leave out of a sales call.


Will Brooks

As the CEO of The Brooks Group, Will draws on his leadership, marketing, sales, sales management, and operational experience to help develop and execute the company’s overall growth strategy. Having been in the human capital development industry his entire career, helping organizations reach their full potential through transformational change is a part of Will’s DNA. By putting his name on every single engagement, Will assumes a personal commitment to the success of every client.

Sales Pro Central

Ready to maximize the performance of your sales team? A representative from The Brooks Group can help get you started.