Regardless if you are selling for an Enterprise leader, SMB company, or well-funded Startups; your Target Account sponsors or stakeholders all struggle with making an effective business case on buying from you irrespective of what you sell.
A hot topic among start-up CEO’s and business leaders, when moving into accelerated, let alone, hyper-growth, is how to hire the right type of sales person. Whether during, or in anticipation of a round, they will ask their Head of Sales, HR, Ops, and Marketing…. “Can these Reps produce in our environment”?
When I think of all the sales training I have had, or have learned about, most, to all, have been effective and well worth the effort. Yet, few to none, have focused on time. Time from the perspective of having more of it for selling, thinking about strategies, doing more research, analyzing my pipeline, and the list goes on and on.
For decades, selling was typified by having Reps cold call to open an account. They were typically individuals with a direct demeanor, and many times more aggressive than need be. The definition of their behavior was not as a “hunter”, more so, just a successful sales rep.
Over the last several years, there has been a quiet explosion of numerous new technology companies being born, from SF downstream to NYC. Especially with the advent of SaaS technologies, many of these firms are quickly funding, and entering their respective markets, at an alarming rate.
Analysis and sampling conducted by SDM over a 3-year period revealed that “less than ½ of one percent” of these firms undertook professional-grade sales performance or in simpler terms – “how do we sell more when we are NOT salespeople
It is an important component of our “sales” economy having large numbers of independent manufacturer's reps who sell a vast array of industrial, commercial and commodity products. They help keep our” economic machinery” running smoothly and efficiently
Many manufacturers, whether domestic or international, enjoy having these “outside sales forces” vs. costlier“on payroll” sales teams. It is more effectual especially in a slow or downturn economy. It can prove to be deliver more productivity, and deliver a higher degree of costs effectiveness
Any Small business needs to keep their pipeline full. This requires the sales reps to have solid prospecting and engagement skills. On top of that, they need to prospect to decision makers, which help keep their sales cycles down, make their deals larger, and will help keep your margins somewhat intact.
A hot topic among start-up CEO’s and business leaders, when moving into accelerated, let alone, hyper-growth, is how to hire the right type of sales person. Whether during, or in anticipation of a funding round, or just to help support more growth within their existing customer base, they will ask their Head of Sales, HR, Ops, and Marketing…. “Can these Reps produce in our environment”?