B2B Sales Forces Are Hiring
I have been intrigued by predictions popping up that the number of B2B salespeople will be decimated over the next few years, replaced by an “ecommerce will rule the world” mentality. Clearly “buying” is changing, but does that really mark the end of B2B selling? On June 2, 1897, American writer Mark Twain, published the above statement in the New York Journal in reaction to newspaper accounts that he had died. Fast-forward to today, and those same words might well be applied to the forecasts regarding the death of B2B salespeople. Here is why.
How to Measure Successful Sales Management
Sales management is probably the most critical role that influences the success of any organization. So, it’s often tempting for sales managers to step in and close the sale themselves. I would submit that this is not the best use of a sales manager’s time. High-performing sales organizations win business by putting processes in place that allow the sales manager to produce results not by doing things themselves, but through their sales team.
Sales Methodology + Technology = A Winning Formula for Closing Deals
In all my years as a senior executive and consultant, I have never heard a sales professional say, “My CRM helped me close that deal.” Why? Because CRMs weren’t built for the seller, they were built for sales managers and senior leadership.
THE SALES TALENT SHORTAGE: THE STRUGGLE IS REAL
Sales organizations worldwide compete to attract and keep top performers in their ranks. Most CEOs and business owners know this truth, despite the swings in any given economy, the sales talent shortage is real and ongoing. They also know that the loss of a top performer can impact their company’s revenue for years.
Implications of a Vacant Sales Territory
Understanding the impact of a vacant sales territory is important. Even in the very best organization, salespeople come and go. By their very nature they are typically hungry for a better deal for themselves.
Should You Recruit Competitor's Sales Superstar?
I am often asked by my clients to recruit a competitor’s super star sales performer. What I have found from past experiences, this can be a very risky proposition.
Don't Fire That New Sales Rep So Fast!
We all know the game. It’s all about growing revenue. Your sales leaders are charged with hiring new sales reps but they soon find out that there is a shortage of really good sales talent out there – the struggle is real
13 Must-Knows About Sales for CEOs & Business Owners
#1 Articulate the Sales Process. In Fact, Make It Crystal Clear. • Define stages in the sales process and map it to customer buying behavior so it’s easy to understand the “why” • Associate activities with each stage—and keep it simple • Crystalize the leading and lagging indicators of success for each stage • Arm sales managers with high impact questions that ensure positive adoption and execution • Clearly recognize the sales manager role as a multiplier for success.