A sales coach argues reps should stop waiting for company leads and hunt their own prospects instead. Without outbound work and self-generated pipelines, you'll starve. The best closers don't wait for leads, they create them.
You don't need more leads, you need more leverage. Most sales reps are like feckless baby birds that like need daddy to feed the mistake, otherwise they starve to death. So we need to think of like a lion in a zoo, gets up every single morning and is like rawr, doing that thing and he thinks he's a lion, he looks like a lion and he acts like a lion until the point where he needs daddy to give him a steak, otherwise he starves to death. I ain't doing that. So I like to go out and be able to hunt for my own food, right? I want to go out and I want to make things happen. I don't want somebody else being responsible for my family's meals. So as a sales rep, I need to have multiple things in place that are going to make me be able to leverage a wild lion hunts. Like he goes out there and gets his own. So if you're not doing follow ups and outbound and sort of outreach strategies that are designed to get you as a sales rep more leads for what you're selling without being reliant 100% on the business, then you're just like a little baby bird just going, daddy, please. Okay? And otherwise you're going to starve to death. So if you don't know how to do that, then you need to get to learning that. Otherwise you're just going to be a position where you're always reliant on somebody else for 100% of your income. And that is a cage line. The best closers don't wait for leads, they go out and get them.
