The sales operations role has been the unsung hero of sales for quite some time. Now, with changing conditions requiring sales teams to gain deeper customer insights, the efficiencies and technical knowledge sales ops bring to the table is taking on a special importance.
Every new reality in a business creates unseen challenges for staff. What’s important for the business is that leaders recognise these challenges and adapt and remodel their management practices to ensure they help provide solutions.
COVID-19 has put true value on adaptability, patience and empathy. Sales leaders and sales reps need to find new strengths, to over communicate and continue to learn, and to rethink metrics to enable partnership. Here, Ian McAdam provides his five top tips for sales teams and leaders now – and not one of them is ‘sell sell sell!’.
Investment is not a sign of success. It’s a sign of faith – that we’re on the right track and that we’re doing the right thing.
It has to be said, no prospect worth getting to is lonely, bored, or looking for a new friend. Everyone is busy, stressed and time-poor.
Having difficulty hiring a great sales rep? These are the 6 traits you should look for when next building your sales team.
When your sales team is on the phone making a series of cold calls, or sitting in front of a screen creating a pitch deck or sending a follow-up email after a customer meeting, it’s easy to conclude they’re being productive.
Sales teams are currently facing unprecedented challenges when it comes to selling and building relationships during the current COVID-19 situation.
These days consumers and businesses no longer think of artificial intelligence (AI) as something from a sci-fi movie or book – that’s because AI is now part of everyday life. Just think of Netflix’s suggestion algorithm, Uber’s location algorithm and even Tinder’s matching algorithm – all business models powered by AI to help drive consumer decisions.
The best sales reps can read people and adapt their approach according to what they intuit. Insight, instinct, empathy – they’re all abilities that a talented sales rep will call on when developing a relationship with a client, especially in those tricky early days.
