Get Sales Focused: Rethinking and Revolutionizing Sales Forces and Sales Results

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The Sales Focused CEO:: Looking at Business Through a New Lens by Adele Crane

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Companies fear looking at changes or improvements to their sales forces for good reason: sales are the engine that drives revenue. No matter how patched up or sputtering that engine may be, the mere thought of overhauling it fills CEOs and senior executives alike with dread.

Companies will make ongoing, piecemeal repairs as long as they can in a vain attempt to keep Companies fear looking at changes or improvements to their sales forces for good reason: sales are the engine that drives revenue. Companies will make ongoing, piecemeal repairs as long as they can in a vain attempt to keep revenue flowing.

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They will tolerate behavior and performance from sales and marketing that would not be tolerated in any other areas of the business. For CEOs, there comes a point where changes or improvements must be made to these two areas of a business if growth is to continue. The world is not static, and sales and marketing organizations cannot be allowed to stagnate and to operate using now-primitive thinking. These business units are the last frontier for CEOs to address in business improvement.

Fear of the unknown, and the use of the wrong lens for viewing the business, are the greatest barriers to overcome. Most of the information that people are exposed to has been written by former middle managers of sales and marketing units.

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Such information is narrow in content and is focused on compensation plans, training, and ingenuous reporting. This work views the broader demands of business that you, as a sales focused CEO, must deal with; it establishes the thinking that you will require for reassessing your marketing and sales forces.

This book gives you a new lens for viewing your business and teaches you how to become a sales focused CEO. Packaging of products to create program solutions could become popular which could add to the inertia on the part of the companies to change big.

To accommodate this potentially changing sales cycles, organizations might have to rethink sales compensation models to include more intermediate metrics and keep salespeople motivated and focused throughout. Salespeople would then need to focus on identifying and addressing needs efficiently and in real time. All these changes are bound to affect the structure of the sales force and organizations might need to reallocate resources.

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Interconnected: How the Internet of Things Impacts Sales Organizations

Also, new sales roles related to client support might be necessary. As a part of cross-selling and creating an integrated IoT ecosystem, there will likely be an increase in the number of partnership opportunities for companies with a view of creating program solutions. This will weave a whole new web of processes.

The role of developing and maintaining client relationship might shift from one partner to another and, again, this will require organizations to redefine the sales process, sales roles, sales operations and compensation. Sales Operations, Finance, and other stakeholders need to be ready to leverage the opportunity of partnerships through agile processes and plans. At the pace that technology has been changing the world for the last decades, there is no time to lose. Organizations that want a slice of the IoT profits need to start planning for the future today.

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The Internet of Things is here to stay and will undoubtedly impact business models. However, companies that have a clear road-map for the future and that develop their ability to react quickly to change will be ready for the expected as well as the unexpected and will drive the transformation, rather than lag behind and pick up the crumbs.


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  3. More than just conversations: the next frontier of live chat for sales.

Balto automatically tracks every sales call and determines which variables are responsible for the outcomes of those calls. With variables defined, sales managers must be able to easily view how each sales rep is performing. That way, managers get clear visibility into their sales calls without having to sort through endless raw data. Balto tracks sales calls and tells reps what to say, live on each call. That way, new insights are automatically enforced across entire sales teams.

Conversely, many sales call analytics and call tracking solutions provide only high-level insights for managers with no rep-facing solutions.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

That way, reps naturally get better with time, even with limited sales training. Put simply, sales reps receive effective sales coaching while actively selling. Separately, managers can make adjustments as additional information as appropriate, like if a new product feature is rolled out or a new competitor enters the market.

Cold calling used to involve sale reps taking to the phones with a script to follow and little else in the way of support. But in the digital age, the world of sales has become a lot smarter. The roll of the call center has transformed and the results speak for themselves.

New solutions can track the most effective sales strategies, then replicate them across the whole team.

They can even give reps the exact words they need at the right moment to help close a sale or handle objections. They essentially help you do your job better. A combination of AI-powered sales call tracking, computer learning and analytics has revolutionized the industry, giving reps the tools they need to be at the top of their game every day. The sales call tracking part of the offering can uncover how your best reps win their calls, replicating the same language and social cues across the team.

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