Thank you to everyone that came out to the Chicago Sales Leadership Community meeting. It was a great opportunity to network, share and learn. The meeting included a panel discussion on “Aligning Sales and Marketing to Drive Results”. The panel from the community shared insights and perspectives on the difficult challenge of aligning sales and marketing to drive results.
Chicago, IL – The next Chicago Sales Leadership Community meeting will be Friday, May 19th at DePaul University’s Center for Sales Leadership (11th Floor, 1 E. Jackson, Chicago, IL 60604). The meeting will include networking, breakfast, a panel discussion, and open question and answer time. Hear the expert panel discuss “How Sales Leaders Are Addressing Changing Customer Buying Behavior” and network with sales leaders from CH Robinson, HP Enterprise, IRI, LinkedIn, Miller Coors, Patterson Medical, SAP, Shearer’s Foods, Siemens Healthineers, Softchoice, Southwire, Whirlpool, Zones and other top companies at this event.
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):
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:
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.
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