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  • Reimagine Sales 1

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    Samuel Kariuki
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    The document discusses the need to re-imagine sales strategies as the traditional ways of selling become obsolete. It notes that sales cycles are becoming longer, rep turnover and ramp-up times are increasing, and fewer meetings are converting to closed deals. However, some firms are overcoming these challenges by focusing on specific aspects of the buying process rather than relying on superior brands or budgets. The document argues that a transformation of sales is needed to match changes in the social and business environment, as customers' buying processes have evolved much more than companies' selling processes.

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    The document discusses the need to re-imagine sales strategies as the traditional ways of selling become obsolete. It notes that sales cycles are becoming longer, rep turnover and ramp-up times are increasing, and fewer meetings are converting to closed deals. However, some firms are overcoming these challenges by focusing on specific aspects of the buying process rather than relying on superior brands or budgets. The document argues that a transformation of sales is needed to match changes in the social and business environment, as customers' buying processes have evolved much more than companies' selling processes.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    29 views1 page

    Reimagine Sales 1

    Uploaded by

    Samuel Kariuki
    The document discusses the need to re-imagine sales strategies as the traditional ways of selling become obsolete. It notes that sales cycles are becoming longer, rep turnover and ramp-up times are increasing, and fewer meetings are converting to closed deals. However, some firms are overcoming these challenges by focusing on specific aspects of the buying process rather than relying on superior brands or budgets. The document argues that a transformation of sales is needed to match changes in the social and business environment, as customers' buying processes have evolved much more than companies' selling processes.

    Copyright:

    Attribution Non-Commercial (BY-NC)
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    Re-Imagine Sales

    Have you heard the story about the old commissioner of the U.S. Patent Office? In 1899 he suggested that the office be closed because everything that could be invented already had been. It would be easy to feel the same way about salesthat everything that could be said has been said. We would agree that most of what needs to be said about the history of sales has indeed been said; now it is time to look at the future of sales. Although what sales is has not changed.. how to sell effectively has to change to match the drastic changes taking place in the social and business environment. As we talk to sales managers and sales people in all industries it is clear that the traditional way of selling is quickly becoming obsolete. Consequently sales organizations are experiencing higher sales rep turnover than ever before, new sales rep ramp-up times are longer, and despite the fact that more leads result in initial meetings, a lower percentage of initial meetings result in presentations. And fewer presentations are converting into closed deals. Sales Cycles are becoming longer and quality of sales training is deteriorating. In short, many indicators of sales performance are heading in the wrong direction. Some firms are, however, overcoming these challenges. They are not the beneficiaries of superior brands, better customer service, large advertising budgets, product exclusivity or rampant customer loyalty. Rather, these firms have isolated specific aspects of the buy-sell equation to focus on and improve. These specific improvements have been preceded by a general (dare we say "cultural"?) shift. Thomas Stewart, Editor Harvard Business Review , observed that customers' buying processes have evolved in a world of ubiquitous, instant, global communication, but companies' selling processes have for the most part stayed the same.", Whether you agree with this point or not there is substantial and, in our opinion, irrefutable evidence that a significant transformation of sales is overdue. This transformation has to result from re-thinking sales and sales strategies. In the words of Tom Peters , Re-imagine Sales.

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