Getting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle.
So, when I get in front of a group of sales leaders, one of the things that I say to grab the participants’ attention is, “Somewhere in another building on the other side of town, there is a trainer in front of a room full of your customers’ purchasing and procurement managers, teaching them precisely how to kick your salespeople’s butts.” I know the reaction. It’s always the same. The look of physical distress with a reluctant half-smile—like someone whom, just after they swallowing something really bad at a dinner party, is asked by the hostess, “I hope you’re enjoying the food.”
Then I ask the audience, “How many times can you see this same bullet in articles and presentations and brochures and on websites about selling, and NOT take a long-term, strategic approach to sales effectiveness?” Here’s the bullet, along with “competition is desperate and relentless,” “price is a primary driver,” “decisions take longer,” etc.
- Buyers are tougher than ever before.
Do you know what your sales people are up against? Take a look at this page and you’ll see. Now, the big question is what’s your plan to tool them for the tough challenge from buyers they face every day? Here’s a terrific podcast I did with a guy who really understands these challenges: Brian Dietmeyer, CEO of Think! Inc.
Photo source: © George Wada – Fotolia.com
