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

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Trish Bertuzzi & Chad Levitt to discuss how to successfully leverage past skills for future success and how to turn your role as a digital immigrant into a career in sales management.

Trish Bertuzzi & Chad Levitt to discuss how to successfully leverage past skills for future success and how to turn your role as a digital immigrant into a career in sales management.

More in: Business , Career
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  • 1. What the Heck Happened to the Sales Profession I Love?! The Challenges & Opportunities of the “Social Selling” Era
  • 2.
    • Setting the stage
      • The world of the Sales Manager has changed
  • 3. 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
  • 4. This has become…
  • 5. This EDS, an HP Company 'Cat Herders‘ Super Bowl Ad http://www.youtube.com/watch?v=m_MaJDK3VNE
  • 6. Fundamental Shift #1 The metrics for measuring success
  • 7.
      • 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
  • 8.
      • 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
  • 9.
      • 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
  • 10.
      • The Metrics for Measuring Success
    • Now
    • Only 50% of Reps hit the number
    • Metrics are about more than activity
    • The Team gets the glory
  • 11.
      • The Metrics for Measuring Success
    • Now
    • Only 50% of Reps hit the number
    • Metrics are about more than activity
    • The Team gets the glory
  • 12.
      • The Metrics for Measuring Success
    • Now
    • Only 50% of Reps hit the number
    • Metrics are about more than activity
    • The Team gets the glory
  • 13. Fundamental Shift #2 Sellers are losing control And it isn’t a bad thing
  • 14.
      • Sellers Are Losing Control
    • Then
    • Companies were the brand & messages were crafted and memorized
    • All employees worked at the mother ship
  • 15.
      • Sellers Are Losing Control
    • Then
    • Companies were the brand & messages were crafted and memorized
    • All employees worked at the mother ship
  • 16.
      • Sellers Are Losing Control
    • Now
    • People are the brand & messaging is bottom up
    • Remote workers are becoming the norm
  • 17.
      • Sellers Are Losing Control
    • Now
    • People are the brand & messaging is bottom up
    • Remote workers are becoming the norm
  • 18. Fundamental Shift #3 The corporate culture around Sales & Marketing has shifted
  • 19.
      • 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
  • 20.
      • 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
  • 21.
      • Corporate Culture of Sales & Marketing
    • Now
    • Companies are increasingly Marketing driven & Marketing drives the message to the Market
    • Goals & Objectives are in alignment
  • 22.
      • Corporate Culture of Sales & Marketing
    • Now
    • Companies are increasingly Marketing driven & Marketing drives the message
    • Goals & Objectives are in alignment
  • 23. What the Heck Happened to the Sales Profession I Love?!