Theme: Dismantling the Sales Machine
Author: Brent Adamson, Matt Dixon, and Nicholas Toman
Dated: November, 2013
Supply: Harvard Business Review Publication
Dismantling the Sales Machine
Sales commanders have long fixated upon process self-discipline. They have created opportunity scorecards, qualification requirements, and activity metricsвЂ”all element of a formal revenue process built to help all their team members repeat the methods of superstar performers. This can be the world of the sales machine, built to outsell less targeted, less regimented competitors through brute performance and worldclass tools and training. For a long time, tuning this kind of machine has been the primary way of boosting revenue productivity. Nevertheless recently product sales has been found off safeguard by a remarkable shift in customers' buying behavior. Whilst leadership has tightened compliance with the processes that have served so well, revenue performance is growing increasingly inconsistent. Companies are revealing longer product sales cycle times, lower conversions, less reliable forecasts, and compressed margins. The product sales machine can be stalling. The good news is that the way frontward is clear. Within our research by CEB, we now have found the very strategies that made the revenue machine so effective now make selling harder. We have also identified the secrets to successful in this new environment: Commanders must forego their hinsicht on process compliance and embrace a flexible approach to advertising driven by simply sales reps' reliance about insight and judgment. The Rise of Insight Selling
Until lately, customers seeking business solutions had to question suppliers for guidance early in the getting process, mainly because crucial information wasn't readily available anywhere else. Currently customers will be better informed than ever before. When they approach suppliers, they often have an obvious idea of the situation they need to solve, the solutions that are available, and the price they're willing to pay. In this world, process-driven product sales...