Digital technologies are forever changing the way we drive revenue. Today’s fastest growing companies don’t have a secret formula to their success, however, they do share two similarities that differentiate them from the laggards. They learn to adapt and turn technological challenges into opportunities.
I would never profess to be the greatest sales professional nor the greatest coach. But in all my years as a sales professional—from starting my career at Bank of Montreal at age 20, to my time in corporate real estate, to becoming a director of sales at two different SaaS companies, and finally starting my own consulting firm—I’ve learned that the biggest hindrance to sales success is this: time management.
Let me begin by saying there’s an endless number of reasons that sales teams aren’t hitting quota. And this is a major problem for organizations. In fact, research from SiriusDecisions found 54% of sales professionals won’t meet quota this year. This is a bad nightmare and a harsh reality for many sales teams, because it means that only a small minority of sales professionals will achieve quota attainment!
If you’re a sales leader or professional, you’ve likely been made aware of the growing importance of social networking. You may have a LinkedIn profile and a Twitter account, too. Enter further down the rabbit hole and you may already be trying to prospect using these tools as well.
But sending InMails and tweets just won’t cut it for most of us. Buyers are busy. They’ve got things to do. They’re not waiting – and, in many cases, are not looking forward to – your messages.
While that may be seemingly obvious, the question is why this is the case.
Leadership doesn’t have to equal high blood pressure. It’s true that as the leader, people count on you to make the tough decisions. However, getting stressed about it isn’t going to help. The ability to keep cool under fire can be learned, and even enhanced. Why are CEOs on magazine covers always smiling? They’ve already deployed some of the following apps.