Tactics to Help B-to-B Sales Reps Shine
Undoubtedly, the end of the recession plus the beginning of the new year creates times of change. Many fear change due to the fear of the unknown and an alteration from their comfort zone. But change really should be embraced.
The most adverse changes are now being conducted in business. Processes and procedures must all change in order to be more productive and profitable. Moreover, with organizations’ desire to remain lean, additional production will probably be requested from surviving employees. This will influence all aspects of business, particularly in the sales area.
Selling will be one of those areas of change. The sales department has been slow to alter for a number of reasons:
- Personnel: The good times prior to the recession focused less on people and more on process.
- Leadership: There are numerous theories on selling, many don't know whom to follow or trust.
- Training: Many believe that training is the best strategy to alter selling patterns, but have found little in the way of return on investment.
- Customers: Many selling professionals and managers believe that customers buying patterns haven't changed.
With over 28 years in the field, I find there are tremendous modifications in consumer buying patterns, customer behaviors and selling processes. Years ago, selling required on-site demonstrations and live presentations. Today, customer conversations are conducted over the internet and demonstrations are arranged with apps and cloud computing. In fact, a large segment of prospects have full access to vendor information and products. They self-educate due to lack of time and budgets.
Customers don't want or need to be sold. In many cases, they know more about your business, industry and company then ever before. If they want to, they'll connect with you. Customers are smarter and more connected than ever. That said, the key differentiator is the service, support and systems you provide to engage clients. Here are some things to consider: