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The Secret to Smarter Sales- HBR article

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Difference between traditional selling and modern selling, types of sales reps in selling world, how to motivate them
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Smarter Sales Presented by: Amritpal singh bedi “Customers don’t need you the way they used toJuly- Aug/2012
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Page 1: The Secret to Smarter Sales- HBR article

Smarter

Sales

Presented by:Amritpal singh bedi

“Customers don’t need you the way they used to”

July-Aug/2012

Page 2: The Secret to Smarter Sales- HBR article

What comes to your mind when you hear-

Page 3: The Secret to Smarter Sales- HBR article

Flashback• Since 1980, selling method involves salespeople

demonstrating why their product is better than other competitors.

• Focuses more on selling solution, employees an advocate or coach who helps the company and drives the deal to completion. SMARTER

SALES

• Customers don’t know how to solve their own problem, even they have good knowledge about what their problems are.

• It’s era of sales pro’s that don’t sell just effectively- they sell differently- focusing more on agile organizations that treats “every customer is unique, has different requirements”

Page 4: The Secret to Smarter Sales- HBR article

What kind of customers to target

How to direct the flow of conversation

How to begin the conversation

When to engage

Solution Selling Insight Selling

• with clear vision and established demands

• with changing demands and change goes on

• After customer has identified a problem the supplier can solve

• Before customer has pinpointed a problem

• Ask customers about their needs

• Offer exciting insights about what he should do

• Depends on customer wish

• Coach the customer how to buy and support him

Strategy 1: Avoid “Established demand”

Page 5: The Secret to Smarter Sales- HBR article

MOBILIZERS

ADVOCATES

Strategy 2: Mobilizers vs Advocates

Go getters

Teachers

Skeptics

Guides

Blockers

Climbers

Friends

Page 6: The Secret to Smarter Sales- HBR article

MOBILIZERS

ADVOCATES

Page 7: The Secret to Smarter Sales- HBR article

Motivating “Salespeople”

Page 8: The Secret to Smarter Sales- HBR article

Salespeople

Stars

• Beats the target before deadline

• May stop working efficiently if boundaries are imposed

Core performers

• Mixture of the two

• Get least attention but are essential part of work

Laggards

• Needs more guidance and initiation to work

• Carrots as well as sticks in many cases

Page 9: The Secret to Smarter Sales- HBR article

How to motivate them?

• Multi-tier targets• Prizes

Core performers

• Quarterly bonuses• Natural social pressureLaggards

• No bars on commissions

• Multiple winnersStars

Page 10: The Secret to Smarter Sales- HBR article

Selling into micromarket

Page 11: The Secret to Smarter Sales- HBR article

Developing micro market- 5 steps of finding growth

1. Define market size

2. Determine growth potential

3. Gauge market share

4. Differentiate Market share

5. Prioritize growth areas

Page 12: The Secret to Smarter Sales- HBR article

WORDS FROM PRO’SFounder and chairmanBOSTON BEER COMPANY

“ I knew brewing and business, but nothing about selling. I’m not natural salesman. I learned that if I could persuade a person to taste my beer, I had good shot at making a sale”

Executive vice chairmanEureka Forbes, Mumbai

“We took few important steps to grow ourselves- First, we de-centralized the sales operation, giving our regional offices more autonomy and accountability.Second, we began investing heavily in R&D and give our salespeople close interactions with customers”

Page 13: The Secret to Smarter Sales- HBR article

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