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While change is certain, many companies still attempt to sell and manage their sales forces the way they did just ten years ago.  That’s so 20th century.  What are you modifying so that your company can take advantage of, rather than resist the changes that are taking place almost daily?

Salespeople need to close sales at the first bonafide closing opportunity – the point at which (in the Baseline Selling model) all the bases have been touched. Bob, who I wrote about yesterday, tends to let people put him off if he thinks they have a valid reason. George tends to blow people up when he thinks they’re putting him off. Somewhere, in between, exists a happy medium.

It takes real salespeople to differentiate your company, its products and the value you provide.  Take the salespeople out of the equation and you guarantee that yours will be a commodity, with price the only criteria.

I can’t keep writing about this. It’s off topic. But it’s driving me nuts. The impending death of the sales call, the sales force and the salesperson is not only exaggerated, it’s a big lie.

CRM should be a no-brainer. That is, it should be highly evident, to even the most doubting of all Thomases, that being able to display the following information is not only helpful, but necessary.

Don’t let your salespeople behave like government employees. Make them take some responsibility or tell them they can go and work for the government where their behavior will be appreciated.