why sales readiness? and why now?
DESCRIPTION
A number of fast growing companies, particularly in the tech sector, are getting ready to sprint to the IPO goal line. Most of these organizations, are looking to rev their sales engine to produce quarter on quarter top line growth. This context is ripe for leaders of these organizations, especially the ones with complex sales cycles, to answer the question – what does it take to win the race? But instead, it would serve most organizations to rephrase the question as – what does it take to win a relay race? A relay race is relevant here because a healthy sales engine is often a great combination of sales engagement and sales readiness.TRANSCRIPT
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Sales ReadinessWhy? And why now?
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Business cycles are getting shorter; “dynamic” is an understatement
New Product or Services – the cloud model has shrunk innovation cycles from months to weeks
New wave of competitors –Uber disrupted car rental, AirBnB disrupted hotels, WhatsApp disrupted texting - all in < 2 years
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By 2025, this will grow to three out of four
By 2015, one out of every two employees worldwide will be under 35
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Customers are becoming more demanding and discerning; it is harder to lock them in
The role of a sales rep is not to educate about features but to be a consultant; 70% of decision is done before the sales call
With lower switching costs, one poor experience increases the probability of customer churn by 500%
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Keeping your sales teams on top of their game is not the cost of doing business
anymore
It is a matter of survival
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Despite being so critical, onboarding & sales training is scattered and not
engaging enoughClassroomWebinarLMSWiki
No tracking or engagement
Fails to engage the reps; low adoption
Not interactive or personalized
Does not scale; not engaging
It is time to rethink “sales readiness”
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