As we move towards 2020 some sales approaches and philosophies will no-longer be relevant and therefore deliver value or success to organisations . From our experience these approaches are still being used by organisations engaged in B2B Selling. Although some of these methodologies have delivered success to organisations previously, the current business environment, coupled with trends that are influencing the nature of future business, means they are becoming increasingly irrelevant.
So look out the 'Lone-wolf' Salesperson and those that rely on ‘Blind Faith’.
Many salespeople are 'individuals' who like to operate independently and drive their own success in Sales. In ensuring they reach or exceed their Sales targets, achieve financial bonuses and build organisational dependence on their success, the 'lone-wolf' salesperson prefers to operate in isolation and do 'whatever it takes' to achieve results and success. Although these salespeople can ensure an organisation meets its revenue targets, they can also create disruption within the organisation and a tension between Sales and Operations.
Furthermore, this type of Salesperson may not 'Sell' with the best, long-term strategic interests of the organisation in mind. The unintended consequences of a reliance upon the 'lone-wolf' include the wrong type of clients working with a business, an organisation competing in the marketplace predominantly on price, and a 'disconnect' between the strategy of the organisation and the nature of the work generated.
The future will require salespeople who intimately understand the strategy and vision of an organisation and work collaboratively to achieve Sales success that builds long-term value for the organisation and the customer.
So look out the 'Lone-wolf' Salesperson and those that rely on ‘Blind Faith’.
Many salespeople are 'individuals' who like to operate independently and drive their own success in Sales. In ensuring they reach or exceed their Sales targets, achieve financial bonuses and build organisational dependence on their success, the 'lone-wolf' salesperson prefers to operate in isolation and do 'whatever it takes' to achieve results and success. Although these salespeople can ensure an organisation meets its revenue targets, they can also create disruption within the organisation and a tension between Sales and Operations.
Furthermore, this type of Salesperson may not 'Sell' with the best, long-term strategic interests of the organisation in mind. The unintended consequences of a reliance upon the 'lone-wolf' include the wrong type of clients working with a business, an organisation competing in the marketplace predominantly on price, and a 'disconnect' between the strategy of the organisation and the nature of the work generated.
The future will require salespeople who intimately understand the strategy and vision of an organisation and work collaboratively to achieve Sales success that builds long-term value for the organisation and the customer.
| Is there a 'Lone Wolf' element on your sales team? Learn more - get your White Paper at http://www.banjargroup.com.au/sales-shift-2020.html |
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