How many times have you or one of your sales team members had “the perfect opportunity” suddenly stall out or turn to a competitor as it comes down to decision time? I spoke with a VP of Sales recently who confided in me that only 30% of their forecast deals closed. Let that sink in for a moment; that isn’t 30% of all opportunities, but 30% of deals that are FORECAST TO CLOSE! How can anyone run a business with numbers like that? My blood pressure starts going up just thinking about it.
We have all heard that markets, customers and our sales environment are changing. Buying behaviors are changing. Customers are changing. Expectations inside the sales organization are changing due to the growing Millennial Sales Force. The ability to be flexible and readily adapt to change is a critical capability to ensure the effectiveness of your sales strategy. This morning, the Atlanta Chapter of the Sales Management Association quarterly breakfast addressed the topic of “Key Trends in Sales Force Effectiveness”.
Have you ever wondered how your sales team can more effectively use social media as a part of the selling process? You are not alone! Many sales leaders have realized that social media is a major force impacting the business landscape. Few seem to have a strong grasp of how to harness this force to make an impact on their results. A recent Atlanta Chapter meeting of the Sales Management Association addressed the topic of “Sales Success in a Social Media World.” The event featured an expert panel of Barbara Giamanco, President of Social Centered Selling LLC and Frank Iannotti, Area Vice President of Enterprise Accounts at Salesforce.com. Throughout the discussion, the panelists shared some of their secrets for success with Chapter members.
As a sales manager, you have probably heard that your sales reps should be using social media for prospecting. In fact, at a recent Board Luncheon for the Atlanta Chapter of the Sales Management Association, using social media for selling was the #1 topic of interest. Here are 6 tips that you can use to more effectively coach your teams to use Social Media when prospecting: