Death Of A Sales(man)Person

deathofasalesmanThe imminent demise of the sales person has been predicted for some time. And, as Mark Twain once wrote: “The report of my death was an exaggeration.”

U.S. companies spend almost $1T on sales people every year. That is about 3x the spend on consumer advertising; 20x the spend for online media; and probably 100x the spend on social media.

While it’s true that the size of the sales force in some industries has shrunk, the overall number has stayed about the same. The profession of sales, practiced appropriately, is here to stay. It’s about helping the right customer buy right.

While some of that process can be done effectively online, much can’t. And while online may be more efficient, it’s often not effective. I find buying from Amazon.com beyond easy, but shopping with them is hard.

If sales people are here to stay (at least for the foreseeable future), what appropriate investments are you making to assure your people truly can help the right customers buy right … in today’s environment?

Car dealers seem stuck in the 1950s. Some retail stores likewise. Many B2B sales people simply collect business cards to appear busy. Marketers create elaborate lead-scoring systems to prove the value of the leads provided and thus the worth of those marketers.

Helping the right customers buy is the job of your revenue production system. Do you have properly trained and focused people in your system to produce the revenue you need, want, and demand?

Mitch

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