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The 6 Worst Decisions Sales Leaders Make

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The 6 Worst Decisions Sales Leaders Make

  1. 1
  2. “With every mistake and failure, not only mine, but of those around me, I learned what not to do.” Mark Cuban
  3. Bad decisions can cause your company to miss the number. When the decision is made at the top, the collateral damage is MULTIPLIED! 3
  4. Here are 6 of the worst decisions we’ve seen senior sales leaders make 4
  5. Bad Decision #1 - Failure to Map the Buyer’s Journey Again and again, we encounter sales leaders who are certain they know their customers. Only problem is, the customer is changing 5
  6. Today’s buyers are educated. They have the power. They do research online and are less inclined to agree to a F2F meeting. 6
  7. Without researching how your customers make a purchase decision, your sales force will be MISALIGNED. They sell one way – your Buyers prefer to buy differently. 7
  8. Bad Decision #2 Too Much Love for the Legacy Sales Organization The senior sales leader knows and loves the current sales model. Sometimes he grew up on it. Maybe he designed it. Either way, it works, right? 8
  9. Many times, comfort with the current sales force structure hurts the senior sales leader. 9
  10. This model is incredibly expensive.
  11. The result…. Your average sales price (ASP) must be higher. You have to charge more to achieve the desired profit margin. 11
  12. Bad Decision #3 Ignoring Content Marketing Content means blogs, whitepapers, webinars, slideshares, tweets, eBooks, podcasts, etc. Content “sells” your product before your Buyer meets with your rep. 12
  13. Don’t let the first time a Buyer hears about you be from your rep. Give them a chance by engaging your Buyers virtually early in the process
  14. Bad Decision #4 Let’s Buy Some New Technology! We all like shiny new things. However, don’t buy new technology before figuring out how to enable it. You will only end up with an expensive system that acts as a frustration multiplier. 14
  15. To prevent the frustration multiplier, follow these steps: 1. Build a process. 2. Choose a technology 3. Find the right people to manage it. 4. Create compelling content for it (see Bad Decision #3) 15
  16. Bad Decision #5 My Gut Tells Me Who To Hire Why entrust your success or failure to the “gut-feel” of your managers? 16
  17. “Sales has too long been an art. It is perhaps the last bastion of aimless, gut-feel decision making in the the business world.” Topgrading For Sales – Greg Alexander Start upgrading your talent immediately by implementing the Topgrading hiring process today! 17
  18. Bad Decision #6 The Selling Starts When My Rep Walks In 20 years ago, Sellers had all of the power because they had all of the information. The Buyer’s feeling of being in control was an illusion. 18
  19. The internet has flipped the balance of power FOREVER! Research shows that 57% of the Buyer’s purchase decision is made without a sales rep present. 19
  20. World class companies understand the virtual world is the new sales and marketing battleground. Why?? Because that’s where Buyers are going for information. When they go there, they need to run into YOU. 20
  21. Need Help? Download this Buyer’s Exercise to understand YOUR Buyer’s journey GOOD LUCK! 21
  22. Learn More Enjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShare Sign up for our Sales Force Effectiveness blog by clicking here For access to this original blog article, and many more; click here If you don’t have a content management process or need help optimizing your current one, Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com 22

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  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com

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