What the Heck Happened to the Sales Profession I Love?!

What the Heck Happened to the Sales Profession I Love?! The Challenges & Opportunities of the “Social Selling” Era

Setting the stage
The world of the Sales Manager has changed

1960’s Professional Selling Skills (PSS) 1970’s SPIN Selling 1980’s Strategic Selling 1990’s Solution Selling
The World of the Sales Manager has Changed

This has become…

This EDS, an HP Company 'Cat Herders‘ Super Bowl Ad http://www.youtube.com/watch?v=m_MaJDK3VNE

Fundamental Shift #1 The metrics for measuring success

The Metrics for Measuring Success
Then
It was all about the number
What activity gets us to the number
VP of Sales was the hero

The Metrics for Measuring Success
Now
Only 50% of Reps hit the number
Metrics are about more than activity
The Team gets the glory

Fundamental Shift #2 Sellers are losing control And it isn’t a bad thing

Sellers Are Losing Control
Then
Companies were the brand & messages were crafted and memorized
All employees worked at the mother ship

Sellers Are Losing Control
Now
People are the brand & messaging is bottom up
Remote workers are becoming the norm

Fundamental Shift #3 The corporate culture around Sales & Marketing has shifted

Corporate Culture of Sales & Marketing
Then
Companies were Sales driven & Sales drove the message to the Market
Sales was about Revenue & Marketing was about leads

Then
Companies were Sales driven & Sales drove the message to the Market
Sales was about revenue & Marketing was about leads

Now
Companies are increasingly Marketing driven & Marketing drives the message to the Market
Goals & Objectives are in alignment

Now
Companies are increasingly Marketing driven & Marketing drives the message
Goals & Objectives are in alignment

What the Heck Happened to the Sales Profession I Love?!

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What the Heck Happened to the Sales Profession I Love?!

by The Bridge Group, Inc. on Jun 10, 2010

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What the Heck Happened to the Sales Profession I Love?! — Presentation Transcript