If your organization is getting insufficient sales results, it’s generally for one of two reasons.
The first is a lack of clarity. Many sales people just aren’t clear on the purpose of sales (why they do it).
Is it just to sell stuff? Meet an arbitrary quota? Crush their number? Make commissions?
All of those reasons are not very purposeful or inspiring over the long term.
The second reason also has to do with clarity. Specifically, there is no clear understanding of the value and outcomes of what’s being sold to clients.
My view is that sales is about making a dramatic and measurable improvement to your customer’s business and personal condition.
And being very clear on what that measurable impact is motivates sales people in a way that goes much deeper than just selling for the sake of selling.
If you’re a sales person ask your leadership for the numbers that prove TO YOU that what your selling is going to make a difference.
And, if you’re in leadership and you want to improve how your sales teams perform, then maybe it’s time for a chat. Send me a quick email and let’s have the conversation email@example.com or call me on +1 647 402 2096 or visit my website https://matthewconway.com
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If you want to learn more, feel free to email me at firstname.lastname@example.org or call me on +1 647-402-2096.
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