On one hand, you want the help that many organizations bring on board in summer, to increase the volume of contacts with your prospects. On the other hand, the founders' nephews' boyfriends who really need a job after they've earned a business degree...can make you question the value of our nation's educational institutions.
If you're in line for the gift horse, as we like to call our newly hired new grads at SJN Sales, here are a couple of tips to get the most from them:
- Know your best leads. If you have a strong, positive relationship with a particular prospect, do not do not do not delegate any contact to someone who is new to your company. If you've invested in a connection, passing it to someone junior sends the wrong message.
- Dish the ones that look good on paper. If you have a company in your sights that fits into your high probability matrix, you've worked your process, and you just have not gotten to first base--hand it off. Sometimes, despite your mom and the nicer sales managers' denying it, what is not working in the relationship really is just you. If you stay in sales, you'll learn not to personalize this.
So use your database or CRM, sort your leads and ask for a bonus on whatever the new kid sells. Congratulations to the graduates, and good luck to all.
