Atlanta, GA – In our 2016 Remote Sales Effectiveness survey, over one third of respondents are in a physical office fewer than five days per month. This presents challenges for sales leaders and sales managers with the primary areas being knowledge transfer and engagement. The research findings suggest three important ways to combat these challenges, lead more effectively, and deliver sales performance.
In the past twenty years, the work environment for professional sellers has changed dramatically. Some drivers that have expedited the shift to a more remote and virtual working environment in sales roles (field and inside):
- Advancements in technology that allow work from anywhere.
- A generational shift with the introduction of millennials to the workforce. These millennials have a higher focus on work-life balance and prefer a results-only work environment.
According to the most recent U.S. Census, the number of sales workers who reported working from home increased 45.9% from the level previously recorded.
In nearly every client and prospect meeting, we are asked about the top trends impacting B2B sales right now. Over the last year, we have seen the top 4 B2B sales trends to be:
- The Internet of Things (IOT for short) and the Digital Economy
- Centralized or De-centralized Sales Organization Structure
- Efficiency vs. Effectiveness
- Social Selling
These trends impact the ability of sales organizations to deliver revenue, margin, customer loyalty, and customer satisfaction. They not only impact sales leaders, but also impact all levels of the sales organization. Sales people should be aware of the trends impacting decisions by their customers. Sales leaders should be aware of the trends that impact them internally and externally.
The SOAR Report – July 2016
A Letter from the President
Welcome to our inaugural newsletter, The SOAR Report. To SOAR means to ascend to new heights of performance and this newsletter is all about how to SOAR. One of the things our clients enjoy most is learning how we are driving results with other companies. In fact, just last week we had a call with a client that completed a first phase deployment of a value-creation focused customer engagement approach. The results were terrific to hear with over $1.5 million in new opportunities generated in just 60 days. The real change that we saw was in the conversation, with a shift in focus to customer value creation. This example and many others like it are results-driven changes in the market place we want to share with you. We have been privileged to work with thousands of sales leaders across the globe and have had the opportunity to learn through these unique experiences.