Building sustainable sales performance, or as it is evolving “revenue performance”, is harder than ever thanks to the developments of technology and social media. Whether we like it or not, buyers have altered the way we sell forever. Yet many businesses are waking up to the fact their selling cycle needs to align with the buyer cycle. Change is needed to remain viable.
The most difficult part of change management isn’t coming up with new great ideas — it’s getting people to change their behaviors. How can sales leaders manage the people side of change to achieve the required business outcomes?
Before you reinvest in sales training, pause for a moment. What type of sales training do you need, who needs it and how will it be reinforced? Hang on… who said the root cause to fixing poor revenue performance was to invest in sales training!?
Not all of your data is important. There… we’ve said it and it’s now on the table!
The context of this point is really based on the principle that your business has huge amounts of data, large enough budgets to pay data analytics firms to make something of it and that you’ve then got the additional funds to implement the insights, your data offers.
In 2010 Harvard Business publishing a simple but startling fact. 1 in 250 sales people achieved their sales goal.
More relevant… how many, assuming they are still employed, have achieved goal since?
CRM was touted as the silver bullet in the 1990’s. Many have since learnt it was a major failure… and continues to be so. Even now with latest technologies offering so much more functionality and intelligence, businesses still mismanage their buyers.
Here’s some views into why.