In a world of automation, many sales organizations take the position that they are merely in place to facilitate the buyer's evaluation of their offering... interacting when (and if) the prospect wants them to. To some this description may seem over-exaggerated. It is not.
Simply call any SAAS company (if you can find their phone number on their website) and pay close attention to how your sales inquiry is addressed. Voicemail boxes collecting sales inquiries, slow or no calls back and weak, atrophied or non-existent sales skills are the norm. You'll quickly see that it is a common approach to managing prospective customers these days. It's no wonder that in most sales organizations, nearly two thirds of the staff are failing.This approach is flawed.
Decision: de·ci·sion / noun - A conclusion or resolution reached after consideration.
the action or process of deciding something or of resolving a question.
a formal judgment.
Synonyms: resolution, conclusion, settlement, commitment, resolve, determination
A sales organization exists for one reason: to sell. The function of sales personnel is to sell. The decision to do anything other than generate new business (individually or organizationally) is a decision to recede and fail.
Often times, they do not know what they do not know.
Approaching the seller-buyer dynamic in the current, prevalent manner creates confusion and mis-information regarding your company's value to the marketplace. A decision not to deliver key information in a dynamic, effective sequence "causes" prospects to come to conclusion with a limited or inaccurate understanding of your solution. Too often, they are unaware and "do not know what they do not know" regarding how you could solve their most critical challenges. That's not a good thing. As professionals, proactively making the decision to provide value during each interaction, no matter what, catalyzes new client acquisition, results and customer satisfaction.
Organizational capacity is governed by leadership. How the sales org exists in the world begins and ends at the top. In healthy, vibrant sales environments, sales leadership has made the decision to grow and expand... to commit all available resources to the activities and behaviors that deliver the generative outcomes associated with success.
Good or bad, win or lose, solution provider or problem creator, the decision to own your behaviors and results always leads to opportunity. The important part is to own them. When we do this, the quality can only improve.
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