sales management
Sales management and dental surgery
One of my brothers works as a dentist specializing in implant surgery. He’s a true expert in his space, always using the latest technology and pushing its capabilities to the limits. It’s interesting to learn how technology has improved the dental profession. He explained one of the latest advances he’s using and it got me thinking about early adopters of sales effectiveness software.
Is “quote, chase and pray” your sales playbook?
I just met with sales leadership at two respectable companies with yearly revenues in the billions and was completely blown away with the lack of structure, follow-up and ambition when it comes to b2b sales effectiveness.
FOCUS – The competitive advantage for sales organizations
Sales managers work hard to transfer the success skills that made them a top producer. They deliver training and coaching on key account management, running consultative sales meetings and overcoming objections. All of the above require another selling skill that is becoming obsolete in our multi-tasking society: focus.
Selling Value During the Sales Cycle
According to a Forrester study, only 15% of sales people are capable of articulating their offering in terms of solving a business problem. It is clear that the skill to understand and communicate value is in need of huge improvement.
Hiring sales people with the right sales DNA
Sales DNA describes a salesperson’s underlying strengths and weaknesses. Using athletic traits as an analogy, they are comparable to good hand-eye coordination, quickness off the line, acceleration, and balance.
Sales trend - will sales people become extinct?
The world is changing for sales people. When information is available in abundance, buyers no longer need sales people to purchase commodity products. Harsh estimates say that the number of sales people will drop with as much as 75% over the upcoming 5 years.
