If you lead a sales team and you haven’t had them tag along in your shoes for a day, do so. We ask our teams to call on people that have significantly different lives. For example, most CEO’s or C level types are busy. They aren’t sitting in front of their inboxes waiting for an email. Lots of times, they are checking once or twice per day, and that time is rushed.
We need salespeople to have empathy. Defined, empathy is the ability to understand and share the feelings of another. When that happens, real, human connections are possible.
So, have your sales team tag along with you for a day. Let them get a feel for how you work and how your process information. That experience will inform how they approach their outbound sales efforts to someone in your shoes.