The 6 Worst Decisions Sales Leaders Make

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Post on 21-Oct-2014




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Learn from other people's mistakes so you aren't destined to repeat them. Here are the 6 worst decisions sales leaders often make.


<p>The 6 Worst Decisions Sales Leaders Make</p> <p>#</p> <p>With every mistake and failure, not only mine, but of those around me, I learned what not to do. </p> <p>Mark Cuban</p> <p>#</p> <p>When the decision is made at the top, the collateral damage is MULTIPLIED!</p> <p>Bad decisions can cause your company to miss the number. </p> <p>#</p> <p>Here are 6 of the worst decisions weve seen senior sales leaders make</p> <p>#</p> <p>Bad Decision #1 -Failure to Map the Buyers Journey</p> <p>Again and again, we encounter sales leaders who are certain they know their customers.</p> <p>Only problem is, the customer is changing</p> <p>#</p> <p>Todays buyers are educated.They have the power.</p> <p>They do research online and are less inclined to agree to a F2F meeting.</p> <p>#</p> <p>Without researching how your customers make a purchase decision, your sales force will be MISALIGNED.</p> <p>They sell one way your Buyers prefer to buy differently.</p> <p>#</p> <p>Bad Decision #2 Too Much Love for the Legacy Sales Organization </p> <p>The senior sales leader knows and loves the current sales model.</p> <p>Sometimes he grew up on it.Maybe he designed it.</p> <p>Either way, it works, right? </p> <p>#</p> <p>Many times, comfort with the current sales force structure hurts the senior sales leader. </p> <p>#</p> <p>Legacy sales forces are often based on feet on the street</p> <p>This model is incredibly expensive.</p> <p>Headcount, benefits, car packages, travel all cost a fortune.</p> <p>#</p> <p>The result.</p> <p>Your average sales price (ASP) must be higher.</p> <p>You have to charge more to achieve the desired profit margin.</p> <p>#</p> <p>Bad Decision #3Ignoring Content Marketing</p> <p>Content means blogs, whitepapers, webinars, slideshares, tweets, eBooks, podcasts, etc.</p> <p>Content sells your product before your Buyer meets with your rep.</p> <p>#</p> <p>Dont let the first time a Buyer hears about you be from your rep.</p> <p>Give them a chance by engaging your Buyers virtually early in the process</p> <p>#</p> <p>Bad Decision #4Lets Buy Some New Technology!</p> <p>We all like shiny new things. </p> <p>However, dont buy new technology before figuring out how to enable it. </p> <p>You will only end up with an expensive system that acts as a frustration multiplier.</p> <p>#</p> <p>To prevent the frustration multiplier, follow these steps:</p> <p>Build a process.Choose a technologyFind the right people to manage it.Create compelling content for it (see Bad Decision #3)</p> <p>#</p> <p>Bad Decision #5My Gut Tells Me Who To Hire</p> <p>Why entrust your success or failure to the gut-feel of your managers?</p> <p>#</p> <p>Sales has too long been an art. It is perhaps the last bastion of aimless, gut-feel decision making in the the business world. Topgrading For Sales Greg Alexander</p> <p>Start upgrading your talent immediately by implementing the Topgrading hiring process today!</p> <p>#</p> <p>Bad Decision #6The Selling Starts When My Rep Walks In</p> <p>20 years ago, Sellers had all of the power because they had all of the information. </p> <p>The Buyers feeling of being in control was an illusion.</p> <p>#</p> <p>The internet has flipped the balance of power FOREVER!</p> <p>Research shows that 57% of the Buyers purchase decisionis made without a sales rep present.</p> <p>#</p> <p>World class companies understand the virtual world is the new sales and marketing battleground.</p> <p>Why??</p> <p>Because thats where Buyers are going for information.</p> <p>When they go there, they need to run into YOU.</p> <p>#</p> <p>Need Help?</p> <p>Download this Buyers Exercise to understand YOUR Buyers journey</p> <p>GOOD LUCK!</p> <p>#</p> <p>Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.</p> <p>Email -</p> <p>Phone - 1-888-556-7338</p> <p>Web:</p> <p>21</p> <p>Learn More</p> <p>If you dont have a content management process or need help optimizing your current one, Contact us to hear the rest of the story...Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web:</p> <p>Enjoy the SlideShare? Dont miss the next one! Click to follow us on SlideShare </p> <p>Sign up for our Sales Force Effectiveness blog by clicking here</p> <p>For access to this original blog article, and many more; click here</p> <p>#</p> <p>Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.</p> <p>Email -</p> <p>Phone - 1-888-556-7338</p> <p>Web:</p> <p>22</p>