\ud83e\udd16 Technology is transforming sales and reinventing the role of salespeople. “Thanks” to technology, CUSTOMERS WILL DEAL WITH HUMAN SALES AGENTS FOR ONLY \ud835\udfed\ud835\udff1\ufe6a OF THEIR OVERALL SALES EXPERIENCES.
\nThe traditional salesperson \ud83d\udc68\ud83c\udffb\u200d\ud83d\udcbc won\u2019t completely vanish, but those who retain their jobs will face radically redefined professional roles. Expect the future to bring a \u201csales-tech arms race\u201d as companies hustle to recruit expert salespeople who have the capabilities to \u201cmatch the technology.\u201d \ud83d\udc69\ud83c\udffb\u200d\ud83d\udcbb
\n\u201cAutomation of back-office processes and the complete outsourcing of the sales function, enabled in part by precisely this technology shift, are REDRAWING THE LINES OF SALES MANAGEMENT. Given the scarcity of highly qualified talent TO MANAGE BIG DATA\ud83d\udd0e AND SOPHISTICATED ANALYTICS\ud83e\uddd0, sales organizations are competing for the best candidates and will have to recruit aggressively.\u201d<\/p>\n
We find 5\ufe0f\u20e3”Five Proven Strategies from the World\u2019s Sales Leaders” in “SALES GROWTH” \ud83d\udcd6, by McKinsey\u2019s consultants.<\/p>\n
Extensive interviews with 200 sales leaders in 100-plus firms across a selection of major industries \u2013 consumer goods, high tech, energy, financial services, and more \u2013 revealed five detailed, field-tested, proven strategies:<\/p>\n
\u2776 \u201cFIND GROWTH BEFORE YOUR COMPETITORS DO\u201d
\nCompetent sales leaders meet their monthly and annual quotas. Superior sales leaders work to blast beyond those numbers by keeping their eyes on the big picture. Stay on the lookout for DEVELOPING TRENDS \ud83c\udfc4\ud83c\udffc\u200d\u2642\ufe0f you can exploit or leverage to score new deals.<\/p>\n
\u2777 \u201cSELL THE WAY YOUR CUSTOMERS WANT\u201d
\nOperating through multiple sales channels is an increasingly important tactical move. Consumers have many purchasing options, including researching products online and buying what they want remotely. Companies must make sure the way they sell is the way customers want to buy, WHATEVER THAT CHANNEL MAY BE.<\/p>\n
\u2778 \u201cSUPERCHARGE YOUR SALES ENGINE\u201d
\nEnsure your teams have sufficient \u201ctime to sell\u201d \u2013 The more time salespeople spend in the field\ud83d\udc68\ud83c\udffc\u200d\ud83d\ude92, the more opportunities they have to scout new prospects and close new business. DON\u2019T WASTE SALESPEOPLE\u2019S TIME ON NONSELLING ACTIVITIES.\ud83e\udd2f<\/p>\n
\u2779 \u201cFOCUS ON YOUR PEOPLE\u201d
\n\u201cSocial media and mobile platforms have created real-time interactions, so DATA ANALYSIS NEEDS TO BE REAL-TIME as well.\u201d
\nMake COACHING \ud83e\uddd1\ud83c\udffc\u200d\ud83c\udfeb an essential component of your sales operations. The best coaching doesn\u2019t focus on teaching, but rather on helping others learn. THE MOST EFFECTIVE METHOD IS \u201cEXPERIENTIAL LEARNING\u201d \u2013 LEARNING BY DOING.
\n\u201cRECOGNIZE IT\u2019S NOT JUST ABOUT PAY\u201d \u2013 Quality salespeople are overachievers motivated by more than a paycheck. Peer approval is important, as is public recognition\ud83c\udfc5<\/p>\n
\u277a \u201cLEAD SALES GROWTH\u201d
\n\u201cChallenge the status quo\u201d \u2013 Strong sales leaders are VISIONARIES \ud83d\udd2e. They give customers SATISFYING EXPERIENCES.
\n\u201cDEMAND RESULTS, RESULTS, RESULTS\u201d \u2013 \ud83d\udcca Results matter!!<\/p>\n","protected":false},"excerpt":{"rendered":"
\ud83e\udd16 Technology is transforming sales and reinventing the role of salespeople. “Thanks” to technology, CUSTOMERS WILL DEAL WITH HUMAN SALES AGENTS FOR ONLY \ud835\udfed\ud835\udff1\ufe6a OF THEIR OVERALL SALES EXPERIENCES. The traditional salesperson \ud83d\udc68\ud83c\udffb\u200d\ud83d\udcbc won\u2019t completely vanish, but those who retain their jobs will face radically redefined professional roles. Expect the future to bring a \u201csales-tech arms race\u201d as companies hustle to recruit expert salespeople who have the capabilities to \u201cmatch the technology.\u201d \ud83d\udc69\ud83c\udffb\u200d\ud83d\udcbb \u201cAutomation of back-office processes and the complete outsourcing of the sales function, enabled in part by precisely this technology shift, are REDRAWING THE LINES OF SALES MANAGEMENT. Given the scarcity of highly qualified talent TO MANAGE BIG DATA\ud83d\udd0e AND SOPHISTICATED ANALYTICS\ud83e\uddd0, sales organizations are competing for the best candidates and will have to recruit aggressively.\u201d We find 5\ufe0f\u20e3”Five Proven Strategies from the World\u2019s Sales Leaders” in “SALES GROWTH” \ud83d\udcd6, by McKinsey\u2019s consultants. Extensive interviews with 200 sales leaders in 100-plus firms across a selection of major industries \u2013 consumer goods, high tech, energy, financial services, and more \u2013 revealed five detailed, field-tested, proven strategies: \u2776 \u201cFIND GROWTH BEFORE YOUR COMPETITORS DO\u201d Competent sales leaders meet their monthly and annual quotas. Superior sales leaders work to blast beyond those numbers by keeping their eyes on the big picture. Stay on the lookout for DEVELOPING TRENDS \ud83c\udfc4\ud83c\udffc\u200d\u2642\ufe0f you can exploit or leverage to score new deals. \u2777 \u201cSELL THE WAY YOUR CUSTOMERS WANT\u201d Operating through multiple sales channels is an increasingly important tactical move. Consumers have many purchasing options, including researching products online and buying what they want remotely. Companies must make sure the way they sell is the way customers want to buy, WHATEVER THAT CHANNEL MAY BE. \u2778 \u201cSUPERCHARGE YOUR SALES ENGINE\u201d Ensure your teams have sufficient \u201ctime to sell\u201d \u2013 The more time salespeople spend in the field\ud83d\udc68\ud83c\udffc\u200d\ud83d\ude92, the more opportunities they have to scout new prospects and close new business. DON\u2019T WASTE SALESPEOPLE\u2019S TIME ON NONSELLING ACTIVITIES.\ud83e\udd2f \u2779 \u201cFOCUS ON YOUR PEOPLE\u201d \u201cSocial media and mobile platforms have created real-time interactions, so DATA ANALYSIS NEEDS TO BE REAL-TIME as well.\u201d Make COACHING \ud83e\uddd1\ud83c\udffc\u200d\ud83c\udfeb an essential component of your sales operations. The best coaching doesn\u2019t focus on teaching, but rather on helping others learn. THE MOST EFFECTIVE METHOD IS \u201cEXPERIENTIAL LEARNING\u201d \u2013 LEARNING BY DOING. \u201cRECOGNIZE IT\u2019S NOT JUST ABOUT PAY\u201d \u2013 Quality salespeople are overachievers motivated by more than a paycheck. Peer approval is important, as is public recognition\ud83c\udfc5 \u277a \u201cLEAD SALES GROWTH\u201d \u201cChallenge the status quo\u201d \u2013 Strong sales leaders are VISIONARIES \ud83d\udd2e. They give customers SATISFYING EXPERIENCES. \u201cDEMAND RESULTS, RESULTS, RESULTS\u201d \u2013 \ud83d\udcca Results matter!!<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6,4],"tags":[],"class_list":["post-101","post","type-post","status-publish","format-standard","hentry","category-corporate-business","category-leadership"],"_links":{"self":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/101","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=101"}],"version-history":[{"count":1,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/101\/revisions"}],"predecessor-version":[{"id":673,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=\/wp\/v2\/posts\/101\/revisions\/673"}],"wp:attachment":[{"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=101"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=101"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/rafaguilarc.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=101"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}