You Might Be Calling on Someone Who Hates Their Job. What Should Your Sales Strategy Be?

This fits in the category of “things-you-should-be-aware-of-that-are-under-the-radar-screen.”

Our friends at Walker Information just released their 2007 Walker Loyalty report. Surprisingly, employee loyalty leveled off in the last year to 34% of employees being TRULY LOYAL.

Every sales company on the planet should read this report in it’s entirety. Why?

According to the Walker Report, there’s a 1 in 2 chance (59%) you’re calling on someone right now who isn’t particularly ecstatic about their job. (Walker calls that TRAPPED or NEGATIVE about their job). So how much of a champion do you think they’re going to be for your cause if their heart isn’t in theirs? Not much.

Most of the study has to do with what employers should do in light of this data.

But, you should read this report with an eye toward your prospect and how you call on them. We’ve been preaching (sometimes it feels that way) for decades on how you should talk to ALL STAKEHOLDERS of the problems you’re trying to solve — not just the decision maker.

By doing so, you eliminate the risk of putting all your eggs in one basket (one person).

According to the data, If you look at your sales pipeline right now (sales funnel) you can safely conclude that half of your contacts are in that area of Not Truly Loyal employees. Sales Managers – talk about that at your next sales meeting. See if there are some sales strategies you can execute to address that issue.  Ignore this one at your own peril.