Wednesday, November 11, 2009

Current Reality(?)

• Technology does not, and cannot, replace a professional salesperson
• Old-time salespeople and dated sales “techniques” are obsolete
   (this has been true for years)
• Prospects don’t have time to meet or listen to every salesperson
• It is difficult to find and connect with qualified prospects
• Professional selling is not obsolete – it’s just rare
• Non-commodity purchasers need help from professional salespeople

A memo to today's sales organizations:
If your customers need genuine help making their buying decision, you need a strong sales force of highly trained, competent professionals. If your sales-people look and sound like all the rest, you’re in fundamental trouble. If how they explain your offering is vague or hard to follow, your market share and margins are probably shrinking.

On the other hand, if your salespeople have the technical expertise your customers demand, and sales competence on behalf of a killer sales strategy, you might be invincible and probably have an expanding market share, high margins, and a loyal client base willingly giving you a steady revenue stream.

Never in history has there been so much researching, probing, and testing of salespeople and their work. In our opinion, most of this information creates confusion. A balance of strategy, technology, and highly professional salespeople consistently out-performs conventional cold-call salespeople, order-takers, product-peddlers, and/or technology or marketing driven initiatives.

Despite the controversy surrounding selling, one fact stands out clear and strong — the final responsibility for making sales still rests firmly on the shoulders of today’s salesperson.

Is this true - or not?
Please add your comments below.

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