Sales people are constantly urged to find a ‘Champion’ in their prospect or customer. But what does a Champion want from you?

Here’s a Champions-eye view of what they’re looking for from a supplier.

The expectation

We need to grow faster than the market. We need to scale and accelerate our sales. If we hire experienced sales people they will:

• Know what to do
• Hit the ground running
• Bring their ‘little black books’
• Tell us what we need to do to accelerate our growth

 The reality

Some perform quickly, others stall and often it’s not clear what the factors are. Existing contacts can be powerful but not all contacts are ready, willing or able to follow the rep to you.

Regardless of how quickly your experienced team builds pipeline, at some point growth and scale are often limited by a lack of consistency across the team. This manifests itself in a number of ways: