For many years, I've thought this cartoon really said a lot about the challenges sales leaders face. A continual onslaught of demands from above, below, and of course, our clients make it almost impossible to think and plan. We are forced to react instead of acting. No wonder so many sales teams still don't maximize all the weapons they could!
Simple readily available technology can make a huge difference in the results of both managers and sellers alike. There are quantum opportunities to improve all the basics of selling:
- Time and territory management
- Organization
- Finding and processing paperwork
- Fast response time / Consistent timely follow up
- Consistent presentation quality
- Sales process
- Pipeline Management
- Meaningful reporting
- Marketing to prospects and clients
- Information management
I started Tech.Sell having struggled with leading a team of 60 plus commissioned sales reps. I got excited when I discovered a little laptop PC. I began to find solutions to many of the most time and productivity wasting parts of our seller's life. What seemed to make the biggest difference over typical IT lead programs was that we built our programs based upon street sales needs and ideas. We combined the best of the geek with sales experience.
All of the key aspects of sales listed above can be impacted through what we call Tech.Selling. In the weeks ahead I'll be addressing each one.
What's in it for you?
- Replication of best practices - one plan for the whole team
- Immediate measurement of pipeline, field activities, problems and opportunities
- Shorten decision time on sub par performers
- Consistent image to customers
- More sales!!
I welcome your input, questions and experiences. Click the comments link below or email me at RMignano@techsell.net.
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