Seasoned sales leaders know that the purpose of a prospecting call is not to make an appointment, but to enable a yes or no decision. Should we be talking...or not? In this case, no is an acceptable answer and one that can allow your team to focus on other opportunities. Helping your team to understand this and plan prospecting calls appropriately is not easy.
Top sales leaders continuously cultivate their people at every level, arming them with the most effective tools to ensure peak sales performance.
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Every day, your leaders and your workforce are faced with countless bits of information while making decisions that range from the pragmatic to the strategic. As they confront more and more information—requiring them to act quickly while considering varying perspectives—they are primed to rely on biased thinking.
Why? Because unconscious biases are shortcuts that help our brains compensate for overload. This affects how we make decisions, engage with others, and respond to various situations and circumstances, often limiting potential, inhibiting performance, and leading to poor decision-making.
You may be new to the topic of unconscious bias, or perhaps you already have a training initiative underway inside your organization. Regardless of your knowledge level, these complimentary resources will help as you create a workplace of inclusion and engagement.