Getting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle.
So, when I get in front of a group of sales leaders, one of the things that I say to grab the participants’ attention is, “Somewhere in another building on the other side of town, there is a trainer in front of a room full of your customers’ purchasing and procurement managers, teaching them precisely how to kick your butts.” I can predict the reaction. It’s always the same. The look of physical distress with a reluctant half-smile—like someone whom, just after they swallowing something really bad at a dinner party, is asked by the hostess, “I hope you’re enjoying the food.”
Then I ask, “How many times can you see this same bullet in articles and presentations and brochures and on websites about selling, and NOT take a long-term, strategic approach to sales effectiveness?”
Buyers are tougher than ever before.
Do you want to know what your sales people are up against? Take a look at this page and we’ll see if you’re right.
Filed under: Buyers | Tagged: Buyers, procurement, purchasing, sales, selling
