#B2B sales has become a much more complex proposition in the past few years for a variety of reasons, but in particular due to our customers’ access to more information. Research shows that customers are already 57% of the way through the purchasing process before they reach out to suppliers. Three principles underpin a successful sales organization in todays selling environment: 1) Develop the right skills: Research shows that there are specific skills and behaviors used by high performers in today’s complex environment. Give your reps and sales managers those skills. 2) Hire the right people: Many sales organizations use traditional hiring techniques that are typically nothing more than a personality test. Use objective assessments to find and hire individuals who are most likely to succeed. 3) Create a culture of support with the right processes: Put simply, failure to reinforce new skills leads to failure in adopting these skills. Additionally, failure to align your sales processes to your customers’ buying processes and the effort involved in tracking responses leads to longer sales cycles and stalled deals. #REDC #MDP2014
Posted on: Fri, 17 Oct 2014 04:47:14 +0000
Trending Topics
Recently Viewed Topics
© 2015