So much of the sales role is still lived in a fog of automatic and habitual behaviour due largely to outdated leadership that has failed to recognise this new customer-led era that we now live in.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.
If you still measure and manage B2B sales people around sales quotas, commissions and a steadfast focus on top-line revenue attainment, then you are being surpassed by the savvy vendors whom have already woken up to the new reality.
If you currently work in B2B sales, then you need to begin thinking differently about your career direction and begin to plan appropriately for all of the change that is coming.
Sales people simply don't spend enough time selling.
People buy from people that they "know, like and trust" right? Not any more!
Buyers need to do more business with fewer vendors…meaning that your marketing is shrinking.
Are you a memorable sales person?
Why sales people MUST stop focusing on 'net new' customers.
Why we must drop the word “sales” from all business dialogue.
Sales people must stop pushing…..and start using honey!
Stop listening to sales guru's and just ask your customers how they want to buy?