Efficiency is no longer just doing the same things we used to do, only faster. The impact of technology on a business’s ability to boost sales is deeper than that. Technology is no longer optional in sales. Veteran salespeople can adopt, adapt and thrive, or they can resist and be shown the door.
In sales, managing used to be an 80/20 formula. Managers paid little or no attention to the 20% of a team getting 80% of the results. Instead, they focused on who wasn’t in that winners’ circle: managing problems rather than people. Today the focus has shifted to managing 100% of the team to achieve 100% of their results. But how do you get there?
Show your customers that they have gained privileged new connections within your organization and with other customers, just by doing business with you. Show them that they’re more than just a transaction. Your skills make this possible when every member of the sales team can perform both as part of a team and as a community leader, and do so within a digital culture.
Selling is about creating partnerships with your clients. The truth is, buyers have been moving past partnerships for quite some time now. Your customer wants to be treated as an insider. Read more from sales expert Colleen Francis.
Having studied the habits and decisions of today’s leaders in sales and marketing, Colleen Francis has zeroed-in on five fundamental traits that are already redefining what it means to sell and what it takes to grow in the marketplace today and in years to come.