fast and good are not always the same thing

A lot of sales teams pride themselves on speed of response, we have said this before.

And yes, responsiveness matters. Clients don’t want to wait days for someone to come back to them, and as managers we all know the pressure teams are under to respond quickly and keep enquiries moving.

But we know that fast and good are not always the same thing.

I’ve seen enquiries answered in five minutes that completely missed what the client was actually trying to achieve. A quick price, a brochure attached, standard wording… job done quickly, enquiry response time SLA achieved, but without any real understanding of the event itself.

The challenge is that when every response starts to sound the same, it quickly becomes all about price.

For sales managers, I think this creates an important discussion within teams. Are we only measuring speed, or are we also talking about the quality of the response, the questions being asked, how well we really understand the client, and where we can add value?

Sometimes taking a little longer and asking better questions creates a far stronger opportunity than simply being first into the client’s inbox.
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The best sales people I’ve worked with over the years aren’t always the fastest. They’re the ones who make clients feel listened to and understood. This is a skill that we can help you to develop.

Let's learn and grow together.

Jo