Executive Access: How many of your sales people can start a sales cycle at the C suite?

  • 58% of sales opportunities end in “no decision.” – Sales Benchmark Index
  • Only 54% of sales people made quota in 2015. – CSO Insights
  • Only 46.3% of forecasted deals closed in 2015 – Rob Jeppsen

In interviews with B2B executives and sales leaders, many point to the fact that opportunities they should have won but were lost, was due to the fact that the decision maker wasn’t engaged in the buying process.

Research from industry experts show that 95% of buyers are in status quo. I’d like to challenge this. I think 95% of MID RANKING executives that most sales people try and sell to are in status quo -because their job is to execute and operationalize, not introduce change unless something mission critical is broken.

Introducing change into an organization is an executive function. Executives think about navigating the future of their business. How to grow, how to out-compete competition, how to find new revenue streams, markets etc. Theirs is the language of ‘more,’ ‘new’ and ‘different.’

And yet how many organizations on-board and teach their sales people to engage executives at the C suite?

If you are an executive or sales leader reading this, think back in your career. Did anybody ever teach you how to write a letter (showing my age), email or LinkedIn Inmail to a CEO or President that compelled them to begin a conversation with you or refer you to another executive in their company?

Did anybody ever teach you how to write a letter, email or LinkedIn Inmail to a CEO or President that compelled them to begin a conversation with you or refer you to another executive in their company?

I only ever get a few hands raised to that question…

This is an invisible elephant in most companies I’ve ever spoken or worked with.

It’s assumed that that by hiring experienced sales people that they’ll know how to get executive access. And hires new into sales? They’ll pick it up by osmosis…right?

My point of view is that the stats above are a reflection of the fact that most sales organizations are selling to mid ranking executives aka the ‘status quo’ – “who can’t say yes, but can say no.”

That’s what I think. What are your thoughts?

For FREE resources that will help you get calls and meetings with senior executives in minutes, hours and days…not weeks, months or never, visit mattconway.redeyedesign.ca