On this week in sales we’ll be looking at:
- Why you should challenge your sales target if it looks ugly for 2021
- A study that shows that 66% of Sellers Would Rather Clean their Bathroom Than Update Their CRM System
- How Hub-and-spoke might be the future of selling-from-home
And much more!
This Week In Sales hosts:
- Victor Antonio – Youtube.com/user/salesinfluence
- Will Barron – Salesman.org/Youtube
Topics:
Forrester – Sales Leaders: Don’t commit to unrealistic numbers for 2021
The analysts stated that the worst thing sales leaders can to do is to sign up for an unrealistic number for 2021.
https://www.linkedin.com/video/live/urn:li:ugcPost:6717493416818683904/
By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels
Gartner expects that by 2025 80% of B2B sales interactions between suppliers and 60% buyers will occur in digital channels of B2B sales organizations will transition from experience- and intuition-based selling to data-driven selling, merging their sales process, applications, data and analytics into a single operational practice
Research: How Virtual Teams Can Better Share Knowledge
Despite many tech companies announcing that workers could remain remote going forward, leaders like JPMorgan’s Jamie Dimon have called employees back to the office.
https://hbr.org/2020/11/research-how-virtual-teams-can-better-share-knowledge
Digital content management for sales.
Next stage is developing content to meet the customer’s on their journey using AI.
Study: 66% of Sellers Would Rather Clean the Bathroom Than Update Their CRM System
90% of sellers complain that parts of their job take longer than they should. The top areas listed were –
- entering notes in the CRM system (35%)
- updating or working in multiple systems (34%)
- and sales training activities (31%).
The Next Step in Recording Conference calls.
Simple GUI, records on both sides and then uploads the individual video files, allows live call ins.
The Missing Sales Metric That Can Mean CEOs’ Success Or Failure
According to Gartner, only 28% of sales leaders say they’re meeting their cross-selling and upselling growth targets.
https://chiefexecutive.net/the-missing-sales-metric-that-can-mean-ceos-success-or-failure/
Building Relationships On Sales Calls
Building a relationship with someone you can’t see can be difficult, but simply changing the way you talk can make a big impact. Here’s six tips for using the phone to your advantage in making connections.
https://salesgravy.com/six-tips-for-making-better-connections-over-the-phone/
Five Companies Using the Hub And Spoke Model
Amidst the challenge of adapting to the ‘new normal’, one idea that is gaining in popularity among big businesses is the so-called ‘hub-and-spoke’ model, where companies keep their headquarters but operate from multiple regional offices or coworking spaces, allowing employees to find a balance between home working and office working.
https://www.iwgplc.com/MediaCentre/Article/five-companies-using-the-hub-and-spoke-model
Book recommendation: Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)
