Trying to increase call activity and call down on the leads clogging up the lead bucket? Call blitzing has become the new normal. This weekly event helps inside team members move out of their reactive comfort zone and start pounding the phones, making intros, and qualifying leads. And when marketing revs up the engine, there’s more pressure to call on aging leads.
Productivity? Maybe not. Let me introduce you to the Slacker Blitzers — reps who think they are being productive in their outbound efforts but deperately need help. Here are a few warning signs you might have Slacker Blitzers on your team: 
1. Their outbound dialing ratio is out of control, but they never connect with anyone.
2. When they finally get a live person on the phone, they forget the fine art of authentic conversation and choose the mechanical approach.
3. They lack any type of pre-call research — they believe in calling first and researching later.
4. Their pitch, their questioning order, their level of prioritization is scattered all over the place.
5. They complain that “These leads suck!” and depend on you to provide them with better ones.
6. They don’t document any information into the CRM — they claim it slows them down.
7. They send emails the next day and do not believe in synchronizing email and voice mail efforts.
Don’t let these Slacker Blitzers fool you into mistaking busy-ness for business!
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