If you were not able to attend our Executive Breakfast on The Art and Science of Measuring and Managing Your Sales Force, we’ve got you covered.
This special event was hosted at the Art Gallery of Ontario and focused on sales execution tactics and reporting techniques that drive business growth.
Here are 4 of the many insights from the event:
1. Salespeople are still critical to influencing purchasing decisions.
Research suggests that by 2020, 1 million salespeople will lose their jobs to self-service e-commerce. We surveyed over 100 sales leaders that attended our event and 76% said their salespeople are more critical than ever and 64% believe that sales relationships with customers are still critically important.
Jaime Hugessen from Empire Life shared how their sales teams are working closely with marketing to create unique points of view to bring insight into the conversation and get their customers thinking differently.
2. The art of selling can be trained, but must be driven by sales management.
Sales capabilities, such as becoming a Trusted Advisor and the use of StorySelling are clear winners for salespeople looking to finesse their art of sales. Being able to sell your unique value proposition is essential to differentiate. Moreover, sales management is a key leverage point for organizations to ensure that the new selling skills are adopted and continously improved.
“Learn the rules like a pro,
so you can break them like an artist”
- Pablo Picasso
3. Selling has changed, and sales organizations must adapt.
60% of a customer’s buying decision is made before interacting with a salesperson. Consultative selling skills are critical to asking the right questions to understand where the customer is in the buying journey to help navigate their purchasing path effectively.
Mike Badour from Canada Post shared an interesting approach to this new way of selling. Canada Post is using neuroscience to better understand their customers’ buying decisions for more informed digital marketing. This has allowed them adapt to the new environment of selling.
4. CRM is a critical component to sales science.
Tracking sales activity and sales pipeline in CRM is critical to effective sales management execution. Our attendees were asked if they follow “if it’s not in CRM, it did not happen” approach and 57% of them said no.
Adopting this mentality will motivate your salespeople to track their activities. This results in accurate reporting that enables you to drive sales productivity in your sales organization.
Martin Iyamabo from American Express discussed how CRM has changed the way they sell. They have their salespeople manage their accounts for only one year and use data to identify where to fill gaps in their pipeline.
“You are what you repeatedly do.
Excellence is not an event – it is a habit.”
We’re looking forward to our next executive breakfast event in early June. Stay tuned for your invitation – we would love to see you there!