It’s the beginning of the year, time for sales kickoff meetings and presidents’ clubs at some location within 10 degrees of the equator. These signal events will reward those diligent and fortunate enough to have made or exceeded quota while focusing the attention of everyone on this year’s mission. Typically that includes higher quotas and some new faces determined to ramp up before their draw runs out. Things have changed somewhat in the last decades, but the focus of most sales organizations is still on acquiring enough leads to fill the funnels to fuel their sales processes.
Dennis: your points are both timely + thoughtful. I think we may, unknowingly to each other, be singing in the same church choir.
Our research confirms your point key point: when sales is equipped to be more reactive to buyer actions within the pipeline, results improve. Intriguingly, some of these improvements come from initially discovering that sales efforts aren't provoking nearly as much buyer interest as the 'happy ears' of salespeople have otherwise suggested.
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Salespeople: Let's Get Reactive
Posted by: Denis Pombriant January 11, 2012 05:00 AMIt’s the beginning of the year, time for sales kickoff meetings and presidents’ clubs at some location within 10 degrees of the equator. These signal events will reward those diligent and fortunate enough to have made or exceeded quota while focusing the attention of everyone on this year’s mission. Typically that includes higher quotas and some new faces determined to ramp up before their draw runs out. Things have changed somewhat in the last decades, but the focus of most sales organizations is still on acquiring enough leads to fill the funnels to fuel their sales processes.
Our research confirms your point key point: when sales is equipped to be more reactive to buyer actions within the pipeline, results improve. Intriguingly, some of these improvements come from initially discovering that sales efforts aren't provoking nearly as much buyer interest as the 'happy ears' of salespeople have otherwise suggested.
Trust this adds some value. - John