salesxceleration.com

Why a Great Sales Rep Might Not Be a Great Sales Manager Why a Great Sales Rep Might Not Be a Great Sales Manager Will You Spring Forward to Seize the Day in Your Sales Leadership Career? Why a Great Sales Rep Might Not Be a Great Sales Manager

Here’s why using a data-driven sales approach is so important, and what types of data are essential to the mix: The Influence of Meaningful Data on Sales Processes Meaningful data, particularly leading (vs. lagging) Key Performance Indicators (KPIs), can provide critical benchmarks and mileposts throughout the sales process. If your data is relevant and aligned with your processes, you should be able to use sales data analysis to identify trouble spots and make changes quickly. A data-driven sales approach, using relevant and meaningful sales performance metrics such as leading KPIs, can empower you to identify and correct problem areas in your sales processes.

While studies have shown that more than 50% of inbound prospects welcome a demonstration right away, the very same studies also show that less than 10% of outbound prospects care to see a presentation of what a seller has to offer during the first meeting. Your job is to harness that energy and demonstrate to the inbound prospect how your company offers the best solutions for their specific needs so you can advance to the proposal stage and hopefully go to contract. Avoid seller-centric tactics such as pitching the benefits of what you sell and instead focus on the customer-centric tactics of uncovering the prospect’s goals, challenges, and potential consequences for not taking action once their challenges are identified: By first authentically showing your outbound prospect that you are more interested in understanding their circumstances and needs than you are in selling your own products or services, you can then begin the process of building motivation within the prospect to make a change in the way they are doing things.

In his book, Seize the Daylight, author David Prerau notes that, with DST, “the clock is usually moved one hour forward in spring and back in fall, giving rise to the mnemonic phrase Are you prepared to spring forward and seize the day, or are you in danger of falling back deeper into your current dissatisfying professional rut? If you fear falling back deeper into your current professional rut and want to spring forward and seize the day to work with purpose as you make a difference for yourself, your family, and clients who need your experience and expertise, an opportunity awaits. They need your help today, so now is the time to seize the day and spring forward to your next successful chapter in sales leadership.