Sales POP - Purveyors of Propserity
Maybe Your Sales VP Is The Problem
Blog / For Sales Pros / Nov 7, 2018 / Posted by David Meerman Scott / 2394 

Maybe Your Sales VP Is The Problem

0 comments

We are now going through the biggest communications revolution in human history. Nearly every single person on the planet has a smartphone in their pocket and your potential customers are instantly engaged 24/7 to the companies they want to do business with. The problem is that sales VPs and sales managers typically learned how to sell before the revolution and many insist on managing their teams based on the old rules that worked for them.

Now buyers are in charge. They do independent research to learn about companies and products and services. They don’t wait for somebody to call them but instead, they want to engage when they are ready.

Most companies promote people to sales leadership roles because they were a good salesperson. But frequently, those people who have been moved into management roles learned how to sell before the availability of smartphones in everybody’s pocket. They learned their craft when salespeople were in charge of a buying relationship and the salesperson could dictate the terms by which products are bought and sold.

That old world is never coming back.

Sales VPs who still manage their salespeople using the skills they learned as a salesperson like cold calling and fixed follow-up schedules will likely fail.

What about your Sales VP? Does he or she understand the new world?

    About Author

    David Meerman Scott He’s a sales and marketing strategist who has spoken on all seven continents and in 40 countries to most respected firms, organizations and associations.David is author of ten books - three are international bestsellers – and is best known for “The New Rules of Marketing & PR”.

    Author's Publications on Amazon

    In failing to provide visitors with great information content, most of today's Web sites are missing a golden opportunity to create loyal customers-and leaving a fortune in new and repeat business on the table. According to Web marketing expert David Meerman Scott, too many marketers…
    Buy on Amazon
    In July 1969, ninety-four percent of American televisions were tuned to coverage of Apollo 11's mission to the moon. How did space exploration, once the purview of rocket scientists, reach a larger audience than My Three Sons? Why did a government program whose standard operating…
    Buy on Amazon
    Launch effective real-time communications to win in today's always-on world Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. "Real-time" means news breaks over minutes, not days. It means companies…
    Buy on Amazon
    The international bestseller—now in a new edition When it comes to marketing, anything goes in the Digital Age, right? Well, not quite. While marketing and public relations tactics do seem to change overnight, every smart businessperson knows that it takes a lot more than the…
    Buy on Amazon
    The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers…
    Buy on Amazon
    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.