Sales people today are confronted with dramatically new and different sales situations. Customers and prospects are becoming increasingly independent of the sales person, and sales must adapt to a much more autonomous customer who has other expectations on sales people than customers used to have.
“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.
9 out of 10 sales managers find it increasingly important to differentiate sales approaches and processes to different customer segments.Mercuri International recently conducted a global study among sales managers and sales directors with regarding the situation of the sales reps.
Many organizations today want to improve the success rate in converting large opportunities into orders. Opportunities are where big volumes or margin are at stake, or when there is a strategic client or product involved. In the current market situation, key opportunities must be managed properly.
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Is it possible to achieve more with less? Successful teams are always expected to achieve ever-greater results. Perhaps the reason is that management itself is misguided, reaching out for the usual clichés of “work harder,” while the pressure falls on top performers to squeeze a little more from their clients.
Become a global service provider
Top accounts have an increasingly international dimension. Governance and structures are changing. Just five years ago, if a supplier wanted to sell services to one of the world’s top five banks, they would either service the client via a series of local contacts or work centrally with the head office.
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