Some Things Never Change!

Some Things Never Change! 

It is quite amazing to look back after 30 years in sales, to see what has changed and what has stayed the same.

Computers, laptops and PDA’s have largely replaced rate books, flip folders, flip charts … sales “presentations” are more tech savvy and “sexy” …

Massive strides have been made in the use of Media, and advertising budgets (and expenses) have soared.

The advent and expansion of the internet and online options have added a dynamic new angle to the sales business as there are now so many ways to get a client’s details and attempt to contact them. Sales funnels and automated email campaigns with client opt ins have become all pervasive.

There are more Sales Magicians, Sales Motivators and Sales Courses available than ever before. In fact, top sales trainers and speakers are the only people to out earn top sales people (hour for hour.)

Interestingly some things have remained the same. (This is according to my observation by the way !!)

• The elusive search for the HOT LEAD grinds away and shows no sign of losing momentum!
• Glossy marketing pamphlets (BUT please let’s remember that they belong in MAREKETING NOT !)
• Top sales performers still work harder than average salespeople. (Smarter as well in many respects.!!)
  • Top salespeople continue to do the hard work that makes selling easy.
• The word “sales” still scares most people.
• The vast majority (like upwards of 90%) of people I deal with never thought they’d end up in a sales career.
  • They never “chose” sales.
• “Joe Average” sales person still spends in excess of 55 – 60 % of their time…..NOT SELLING???
  • Stats suggest 40% of their time looking for prospects –
  • 15% of their time leaving messages. (I’d love to know what % is spent online…”Researching”??)
• Forbes magazine suggests that around 60% of the sale force ever meet quota. (I suspect that the % might be lower!)
  • According to SPOTIO – companies with a strong sales methodology and ongoing coaching have 73% of their sales force achieving quota.
• SPOTIO suggest that 55% of sales people lack basic selling skills!!
• Despite all the advancements – customers still like to buy from people they LIKE and TRUST.
• Despite the technology and current knowledge and wisdom….

SALES IS HARD!!

Are you hitting your sales quotas?

Is your team or company following a measurable, sustainable and scalable sales methodology?

Have the tried and tested disciplines of prospecting, planning and referral business been replaced by email campaigns and funnel filling.? How’s that working out for you…??

Could it be time to pop the hood and take another look at your sales machinery and how it’s working for you?

Get in touch!! I’d love to serve you wherever needed!!

Go for it!