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.

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

  1. What the Heck Happened to the Sales Profession I Love?! The Challenges & Opportunities of the “Social Selling” Era
  2. <ul><li>Setting the stage </li></ul><ul><ul><li>The world of the Sales Manager has changed </li></ul></ul>
  3. 1960’s Professional Selling Skills (PSS) 1970’s SPIN Selling 1980’s Strategic Selling 1990’s Solution Selling <ul><ul><li>The World of the Sales Manager has Changed </li></ul></ul>
  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. <ul><ul><li>The Metrics for Measuring Success </li></ul></ul><ul><li>Then </li></ul><ul><li>It was all about the number </li></ul><ul><li>What activity gets us to the number </li></ul><ul><li>VP of Sales was the hero </li></ul>
  8. <ul><ul><li>The Metrics for Measuring Success </li></ul></ul><ul><li>Then </li></ul><ul><li>It was all about the number </li></ul><ul><li>What activity gets us to the number </li></ul><ul><li>VP of Sales was the hero </li></ul>
  9. <ul><ul><li>The Metrics for Measuring Success </li></ul></ul><ul><li>Then </li></ul><ul><li>It was all about the number </li></ul><ul><li>What activity gets us to the number </li></ul><ul><li>VP of Sales was the hero </li></ul>
  10. <ul><ul><li>The Metrics for Measuring Success </li></ul></ul><ul><li>Now </li></ul><ul><li>Only 50% of Reps hit the number </li></ul><ul><li>Metrics are about more than activity </li></ul><ul><li>The Team gets the glory </li></ul>
  11. <ul><ul><li>The Metrics for Measuring Success </li></ul></ul><ul><li>Now </li></ul><ul><li>Only 50% of Reps hit the number </li></ul><ul><li>Metrics are about more than activity </li></ul><ul><li>The Team gets the glory </li></ul>
  12. <ul><ul><li>The Metrics for Measuring Success </li></ul></ul><ul><li>Now </li></ul><ul><li>Only 50% of Reps hit the number </li></ul><ul><li>Metrics are about more than activity </li></ul><ul><li>The Team gets the glory </li></ul>
  13. Fundamental Shift #2 Sellers are losing control And it isn’t a bad thing
  14. <ul><ul><li>Sellers Are Losing Control </li></ul></ul><ul><li>Then </li></ul><ul><li>Companies were the brand & messages were crafted and memorized </li></ul><ul><li>All employees worked at the mother ship </li></ul>
  15. <ul><ul><li>Sellers Are Losing Control </li></ul></ul><ul><li>Then </li></ul><ul><li>Companies were the brand & messages were crafted and memorized </li></ul><ul><li>All employees worked at the mother ship </li></ul>
  16. <ul><ul><li>Sellers Are Losing Control </li></ul></ul><ul><li>Now </li></ul><ul><li>People are the brand & messaging is bottom up </li></ul><ul><li>Remote workers are becoming the norm </li></ul>
  17. <ul><ul><li>Sellers Are Losing Control </li></ul></ul><ul><li>Now </li></ul><ul><li>People are the brand & messaging is bottom up </li></ul><ul><li>Remote workers are becoming the norm </li></ul>
  18. Fundamental Shift #3 The corporate culture around Sales & Marketing has shifted
  19. <ul><ul><li>Corporate Culture of Sales & Marketing </li></ul></ul><ul><li>Then </li></ul><ul><li>Companies were Sales driven & Sales drove the message to the Market </li></ul><ul><li>Sales was about Revenue & Marketing was about leads </li></ul>
  20. <ul><ul><li>Corporate Culture of Sales & Marketing </li></ul></ul><ul><li>Then </li></ul><ul><li>Companies were Sales driven & Sales drove the message to the Market </li></ul><ul><li>Sales was about revenue & Marketing was about leads </li></ul>
  21. <ul><ul><li>Corporate Culture of Sales & Marketing </li></ul></ul><ul><li>Now </li></ul><ul><li>Companies are increasingly Marketing driven & Marketing drives the message to the Market </li></ul><ul><li>Goals & Objectives are in alignment </li></ul>
  22. <ul><ul><li>Corporate Culture of Sales & Marketing </li></ul></ul><ul><li>Now </li></ul><ul><li>Companies are increasingly Marketing driven & Marketing drives the message </li></ul><ul><li>Goals & Objectives are in alignment </li></ul>
  23. What the Heck Happened to the Sales Profession I Love?!

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