It can be hard to tell the good leads from the bad, and salespeople spend too much time on the wrong tasks, leaving quality leads dangling until they’ve cooled down and it’s too late. Have you ever dreamt that you’re trapped or somehow stuck? It’s a mental manifestation of powerlessness, and that feeling is echoed in this sales nightmare. Start Your World-Class Sales Organization Audit NIGHTMARE 3: You’re leaving money on the table. A thought leader who interacts with her followers on Twitter will be seen as a peer and can bring clients through the sales funnel simply by being a trusted resource.
Inject yourself into that early research and discovery phase by seeding the Internet with useful content: blogs, videos, articles, graphics, presentations, etc. Customers no longer see salespeople as guides instead, they look to their peers for advice. In 2006, based on a survey of opinion leaders in eight countries, PR firm Edelman introduced a new category of influencer that was branded “ a person like yourself.” The survey revealed that trust in figures of authority is being supplanted by trust in people we perceive as being like us. Sales organizations can feel that a transition has taken place, and it’s terrifying to lose the position they once held. Acquity Group reveals that 94% of B2B customers have done research on their own before they connect with a salesperson or make a purchase. This bad dream is all about losing control, like falling out of a plane without a chute.
DREAMS AND NIGHTMARES SALES HOW TO
Learn How to Bring Change to Your Organization NIGHTMARE 2: Customers think they don’t need you anymore. And by modernizing their sales organizations, the top sales teams saw 25% greater occurrence of reps meeting quotas.
The TAS Group found that when sales contributes to setting the company’s strategy, sales effectiveness increases by 15%. What can they do? Sales execs need to be involved in company strategy. So not only are reps not hitting the target, but sales executives don’t have awareness of what’s actually happening on the ground. Even more unnerving is that CSO Insights asked companies what percentage of their sales force they expected would make quota, and in general they overshot by a wide margin-guessing 66.8% of salespeople would hit the mark. And there’s good reason to be scared.Īccording to CSO Insights, in 2014, only 58% of salespeople met their quota, which was down 4% from the numbers in 2012. Kind of like a dream about being unprepared for a big test at school, this fear is born of anxiousness about not stacking up. Get a Handle on Your Nightmares With Our 5-Question Test NIGHTMARE 1: Your sales quota is unrealistically high and your team can’t meet the target. We’ve targeted the top three work-related nightmares that sales executives face-and offer the weapons to keep those horrors at bay. Even when you finally make it to sleep, work anxiety can creep into your subconscious and turn your dreams into nightmares.
DREAMS AND NIGHTMARES SALES FULL
When you’re in charge of a full sales team, you may develop fears that can keep you up at night.
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