How will you distinguish your company from your competitors?
Many companies don’t realize they need a sales team, don’t have the expertise to build one, and some simply outsource it but don’t know how to vet outsourced sales companies due to the lack of sales experience. But sales transformation is essential to certain industries and companies, such as publishing and media, marketing technology and advertising technology, software, social media platforms, agencies, health care and insurance.
If you’ve got a sales team, you will need to get them in a position where they’re always ahead of the competition. And yes, technological innovation is a part of that. Do you still sell products and services that everybody’s been selling for the better part of a decade? Or are you innovating constantly?
Products and services need to be updated. It’s important. But it’s not the only competitive edge you can gain. How do your people position themselves in such a manner, that the prospects and clients think: “Wait a minute. This is amazing. This can really move me and my company towards realizing my goals, faster!”? That’s what matters.
Setting up the sales organization is important. This Forbes article lists 5 factors, and we’ll give you one more. As a bonus. The list is below.
Determine whether to outsource or build in-house
Experience is priceless
Use the right software
Get your people trained!
Optimize the Sales process
BONUS: Train your people so they can influence the subconscious decision making process of your prospects and customers.
How far along are you, in building a sales organization that really distinguishes itself from the competitors?
“If you’re a leader or a manager, you probably wear a lot of hats. You’re a project manager, delegator, spokesperson, and most importantly, a coach. But the problem is that no one ever tells you how to be an effective coach, or even what that means. Are you supposed to act like a sports coach? A therapist? Perform some bizarre (and arcane) HR ritual?”
How does one ‘become a better coach’? What are the steps you need to take, in order to achieve that? Will you have to adjust your newly adopted coaching style to every single individual in your company? Or will a general approach work better? What factors weigh in on your success as a leader?
If you’re reading this, and you’ve been following Vision Forward, you probably know that over 93% of all human behavior is dictated by all the subconscious processes that take place in the brain, and that stem from all your experiences, beliefs, and your personality.
It works that way for you – and you’re a unique individual. It thus works that way for everyone in your company, all unique individuals, and with everyone of your suppliers, customers, and clients. To get a grip on becoming a better leader, by coaching, you’ll have to know what drives others. All unique individuals.
Becoming a better coach requires you to know how to assess other unique individuals, and adapt your approach to their subconscious processes, in order for 1 and 1 to equal 3.
Want to know how? Click below and reach out to us – we’ll enable you to become more successful.
Something we see all too often: Sales people, who claim to want to be successful in sales, are afraid to pick up the telephone and make cold calls, warm calls, and sales calls. And no – it’s not just the millenials who aren’t making phone calls.
This is the situation:
People are afraid to use the phone. But why?
First, there is the fear of rejection. Which is biologically engrained in our systems, and the ‘no’ you might get from a prospect feels as if you’re being excommunicated. It’s not pretty. But! This is something that sales people should actively be seeking out, because it’s. their. job.
Another reason for sales people to not be getting on the phone is the fear of the unknown. Most sales people have never been properly trained how to successfully use the phone in sales. Never had proper training on cold calling, warm calling, rejection and objections, and pitching in a way that makes people go “Hey! That’s interesting! Let’s set up a meeting.”
Is your sales floor silent? No one making calls? You’ll see that in your revenue numbers every month. Let’s get together, and let’s get your sales people trained and successful.
“The famous Latin phrase carpe diem, or “seize the day,” has stared at us from coffee cups and motivational posters for as long as we’ve been alive. Longer, in fact; it’s from a poem written in 23 B.C. We’ve been struggling to follow this simple anodyne command basically since the beginning of time. It was hard for the ancients, and it’s hard for us.”
The point is to keep moving, to start making progress.
We kunnen allemaal profiteren van de toenemende invloed van technologie op de arbeidsmarkt, zegt een denktank. Dat vergt wel flinke investeringen, ook van de werknemers zelf.
De technologische innovaties zorgen voor een hoop gemak in heel veel gebieden. Denktank “DenkWerk ziet automatisering als oplossing voor het échte probleem: de groeiende personeelstekorten in zorg, onderwijs, ICT en techniek. Het Centraal Bureau voor de Statistiek meldde een recordkrapte op de arbeidsmarkt. Als mensen stoppen met ‘oude’ banen die een robot of computer ook kan uitvoeren, zegt de denktank, kunnen ze aan de slag in beroepen waar ze harder nodig zijn.”
En dus wordt er nogal wat gevraagd van de werkgevers en werknemers, om ervoor te zorgen dat de mensen wel gewoon aan het werk kunnen. Eventueel in een nieuwe functie of een nieuwe omgeving. En dat vereist omscholing en continue leren of verbeteren van vaardigheden. Een nieuwe set aan overtuigingen gericht op de toekomst en jouw rol daarin. “Bedrijven moeten hun werknemers inzicht geven: wat moet je in de toekomst allemaal kunnen? En dan kun je samen kijken hoe je dat kunt ontwikkelen, in een cursus of on the job.” aldus een lid van de Denktank.
Welke mogelijkheden biedt jij jouw werknemers? Ben jij een goede leider op dit vlak? Of, als je een werknemer bent, welke mogelijkheden heb je? Wat staat er in de weg om écht een paar stappen te zetten om klaar te zijn voor de toekomst? Laten we daar samen eens over praten.
Organizations should embrace “lifelong employability”
New technology improves the various in which people are trained. AI is an essential part of the future of the workplace, and the people in it. However, “few organizations or individuals are prepared for such a transition. Already, there’s a significant gap, brought on by digitization and advanced data analytics, between the skills people have and the skills companies need.”
How are you setting your people up for success? Not just now, but in the future? How people deal with changing environments will be the most fundamental skill in the future. That may differ from one organization to another, but every company will be affected by the technological innovations that are already here, and by those that are still coming.
If you want your people to view “change” differently, something has to shift in their mindsets. In their belief systems. In the way they approach ‘work’. How they interact with customers. How they view themselves. And that’s not necessarily easy, but done the right way, it will be effective. It requires an intervention on the level of subconscious beliefs.
Curious to learn more? Let’s get in touch, and we’ll show you how it works.
The story of Lisa Renshaw is a tale of grit, perseverance, and having a solid and loyal customer base that saved her business.
Imagine you’re having a successful business, but the city you’re operating in turned down your bid. That bid was essential for the survival of your business. What do you do? How do you ‘fight back’?
Lisa Renshaw “fought back by asking her customers for help. They signed petitions and made phone calls. Customer loyalty enabled her to overturn the lower bid.” Her customers saved her bid, and thus saved her business.
What can you learn from Renshaw? How are you treating your customers? How happy are they, with your company, your people, and the service you provide? Would they petition for your survival?