When businesses are struggling to hit their sales goals, they often think that they need to hire another salesperson. But maybe you have the right amount of salespeople and what you’re really lacking is an appointment setter. For example, let’s say that you own a finance company that employs financial advisors. Each financial advisor has a goal to meet with X number of new clients per month. The owner of the company looks at revenue numbers and sees that his or her team is falling short of sales goals month after month. Right away, the owner thinks they have to hire another financial advisor to bring in more new clients for the company. Is the problem really that you don’t have enough people, or is it that your existing people don’t have enough new prospective clients to talk to? Maybe what you need is to look for a financial services lead generation company who can .
Ask yourself: Do you really need to hire more people? Or, do you have enough people, you just need more leads? If you just need more leads, an appointment setter is the answer.
The most successful sales organizations split their salespeople into two teams: one team that is responsible for setting appointments and another team that is responsible for taking sales meetings and pitching prospective clients. To take this a step further, great sales teams (the best of the best) also have a sales enablement division that supports these two teams with the content, training, and tools that they need to be successful.
Here’s how the job responsibilities for an appointment setter and a sales rep differ:
- B2B Sales Representative—In B2B sales and appointment setting ,a sales representative is the person responsible for delivering a detailed sales pitch about the company’s product or services. If appointment setting is done right, a sales rep should spend their entire day pitching qualified leads and trying to close deals, not performing appointment setting activities.
- B2B Appointment Setter—Appointment setters, also called sales development representatives, are sales reps who perform outbound sales activities like cold calling, emailing, lead qualification, and lead nurturing in order to manage a sales pipeline. By talking to prospects regularly and managing them throughout every stage of the buyer’s journey, appointment setters are ultimately able to schedule appointments for B2B sales representatives.
Since appointment setters are responsible for the early stages in the sales process (e.g. finding the decision maker, asking qualifying questions, etc.), appointment setters are needed if you want more qualified appointments. A sales rep simply does not have time to build relationships with hundreds of leads AND handle pitches. An appointment setter can handle all conversations prior to the sales meeting, so by the time they get to the B2B sales rep, the lead is completely ready to have a buying conversation. This, in turn, results in more closed deals.