We must stop teaching sales people how to ‘push’ buyers, and instead start training and coaching them on how to become highly specialised teachers.
When you teach sales people how to ‘push’ buyers through a sales playbook you are teaching them how to destroy your business reputation.
What is the profile of a modern sales person? This article was written by Graham Hawkins and it first appeared on the Salesforce Blog in July 2018:
B2B sales has now changed so dramatically that it's a "profession" that is barely recognisable to the role that both Tony Hughes and Graham Hawkins began about 30 years ago - respectively.
Vendors are now being forced to give the buyer the buying experience that they now demand, and that means ceasing & desisting with the outdated vendor-PUSH sales tactics.
The change that we are now witnessing in buyer tastes and preferences means a big swing from outbound sales activities to INBOUND, and that requires vendors to remove any misalignment that may exist between your sales execution approach and what buyers now want from the buying experience.
Deloitte Sales Effectiveness is headed up by Mr Brandon Kulik (Principal Sales Effectiveness), and in this conversation I ask Brandon about sales related challenges that Deloitte is now helping their clients with. From educated buyers and the changing tech landscape, we are seeing more and more change in the traditional sales role. The be a solution provider you have to have a solution - and assembled solution.
A crimes is now being committed against sales people, and enough is enough.
Everyone knows that cash-flow is the ‘life-blood’ of every business.....as they say, “revenue is vanity, profit is sanity, but cash is king”.
The sales leader role is not only the most important, but it's also the most difficult role in every business.
So much of the sales role is still lived in a fog of automatic and habitual behaviour due largely to outdated leadership that has failed to recognise this new customer-led era that we now live in.
Sales quotas and commission payments drive self-centered behaviors and this is why there has always been the embedded distrust of sales people. Lots of vendors are now waking up and moving towards buyer aligned measurements and rewards...and not before time.