The sales team of yesterday and today are drastically different. Sales automation has certainly made a difference in the way sales teams conduct themselves—but it isn’t just computerization that has brought about all the changes. Sales management and the sales forces they are supervising have had to adapt themselves to today’s highly competitive marketplaces in ...
Be a good Salesperson is an animated short sitcom that is set in a fictional company office, in the sales department, and parodies barriers salespeople run into. Watch it now: Be a good Salesperson.
50 years ago, the success or failure a sale was carried completely by the salesperson. Leads were sketchy, there was little to no sales process of any kind, there was certainly no automation—and it was totally up to the sales rep and his or her skills. Through the 1980s and the 1990s, the pendulum swung ...
It would be wonderful—at least for some—if everything could be automated as has been done in factories. A complex machine such as an automobile can be put together practically from scratch along an assembly line, and there’s never a human hand involved. Computer-driven robotic precision goes into every rivet placed, every weld dropped. And with ...
Progressive pipeline management—otherwise known as opportunity management—is completely dependent on the information available to sales reps. It often happens that such data is somewhat sketchy and incomplete, which of course paints an unclear picture of the risk involved in a sale. The poorer the information, the more the activity of the sales force resembles haphazard ...
While the handling of sales opportunities is a technical subject that we’ve been exploring in some detail, there is an underlying factor that affects any salesperson’s opportunity management. It is also the underlying element to sales techniques. That is, the way an opportunity is viewed. A Matter of Viewpoint Often the way that a salesperson ...
Sales management and sales forces don’t much care for pondering lost opportunity. It’s usually like, “We lost it, it’s gone, move on.” And it’s true that considering past losses is completely useless as an exercise just for itself; if one is simply mentally rehashing them, it can be productive of nothing but a bleak outlook. ...
Register with an email
address.
Already have an account? Log
in here.
Register
Log in
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.
