Category Archives: sales teams
Creating a Culture of Accountability for Sellers and Enablers… and Why it Matters
Look closely at any enterprise level sales organization today and you’ll likely find a team struggling with a common set of issues:
“There’s too much information and I can’t find the stuff I need when I need it.” “My sales team can’t adapt quickly enough to new messaging and go-to-market initiatives.” “It takes too long for our new sales hires to get up to speed and be productive.” “Our sales process isn’t delivering an accurate forecast or predictable revenue.”
Do any of these challenges sound familiar to you? If so, don’t worry. You’re not alone…whether you’re a sales rep in the trenches, a sales leader managing a territory, or a CEO struggling to get the value you expected out of your sales investments, these are all very common roadblocks.
Team Selling: 8 Questions to Select the Right Players and Screen Out the Deadweight
As solution complexity, buyer expectations and competition intensifies, the more likely your sales people and account managers will require additional firepower to help them win business. However, bringing new players, such as product specialists, sales engineers, technical experts and senior executives into a deal increases complexity, risk and cost. While it is important to work as a team and support your people’s success, consumption of scarce, precious resources requires forethought and accountability.
Customer buying behavior is changing. As a result, you must assess the ability of your sales team to adapt, serve, and exceed these evolving expectations.
Trends in Customer Buying Behavior
Informed Consumers Are Empowered Buyers
Technology and consumers’ willingness to share information and opinions has dramatically influenced buyer behavior in recent years. However, the nature and pace continues to evolve. Consider the following examples:
Steve Jobs made history with his Think Different ad campaign when Apple was in trouble and being pegged as a toy. The script for the Apple campaign was inspired by words from the movie, The Dead Poet’s Society with Robin Williams:
“We must constantly look at things in a different way. Just when you know something look at it in a different way.”