What the Heck Happened to the Sales Profession I Love?!
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Transcript of What the Heck Happened to the Sales Profession I Love?!
![Page 1: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/1.jpg)
What the Heck Happened tothe Sales Profession I Love?!
The Challenges & Opportunities of the “Social Selling” Era
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Setting the stageThe world of the Sales Manager has changed
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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 ChangedThe World of the Sales Manager has Changed
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This
has become…
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This
EDS, an HP Company 'Cat Herders‘ Super Bowl Adhttp://www.youtube.com/watch?v=m_MaJDK3VNE
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Fundamental Shift #1The metrics for measuring success
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The Metrics for Measuring SuccessThe Metrics for Measuring Success
Then•It was all about the number
•What activity gets us to the number
•VP of Sales was the hero
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The Metrics for Measuring SuccessThe Metrics for Measuring Success
Then•It was all about the number
•What activity gets us to the number
•VP of Sales was the hero
![Page 9: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/9.jpg)
The Metrics for Measuring SuccessThe Metrics for Measuring Success
Then•It was all about the number
•What activity gets us to the number
•VP of Sales was the hero
![Page 10: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/10.jpg)
The Metrics for Measuring SuccessThe Metrics for Measuring Success
Now•Only 50% of Reps hit the number
•Metrics are about more than activity
•The Team gets the glory
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The Metrics for Measuring SuccessThe Metrics for Measuring Success
Now•Only 50% of Reps hit the number
•Metrics are about more than activity
•The Team gets the glory
![Page 12: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/12.jpg)
The Metrics for Measuring SuccessThe Metrics for Measuring Success
Now•Only 50% of Reps hit the number
•Metrics are about more than activity
•The Team gets the glory
![Page 13: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/13.jpg)
Fundamental Shift #2Sellers are losing controlAnd it isn’t a bad thing
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Sellers Are Losing ControlSellers Are Losing Control
Then•Companies were the brand & messages were crafted and memorized
•All employees worked at the mother ship
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Sellers Are Losing ControlSellers Are Losing Control
Then•Companies were the brand & messages were crafted and memorized
•All employees worked at the mother ship
![Page 16: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/16.jpg)
Sellers Are Losing ControlSellers Are Losing Control
Now•People are the brand & messaging is bottom up
•Remote workers are becoming the norm
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Sellers Are Losing ControlSellers Are Losing Control
Now•People are the brand & messaging is bottom up
•Remote workers are becoming the norm
![Page 18: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/18.jpg)
Fundamental Shift #3The corporate culture around Sales & Marketing has shifted
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Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing
Then•Companies were Sales driven & Sales drove the message to the Market
•Sales was about Revenue & Marketingwas about leads
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Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing
Then•Companies were Sales driven & Sales drove the message to the Market
•Sales was about revenue & Marketingwas about leads
![Page 21: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/21.jpg)
Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing
Now•Companies are increasingly Marketing driven & Marketing drives the message to the Market
•Goals & Objectives are in alignment
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Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing
Now•Companies are increasingly Marketing driven & Marketing drives the message
•Goals & Objectives are in alignment
![Page 23: What the Heck Happened to the Sales Profession I Love?!](https://reader036.fdocuments.in/reader036/viewer/2022062418/5556f7fcd8b42a4a418b471a/html5/thumbnails/23.jpg)
What the Heck Happened tothe Sales Profession I Love?!