Unless you’ve ever been in the business of convincing people to spend money with you, you cannot empathize with the psychological beating many (if not most) salespeople take – no matter how successful they become.
What makes the job so tough? In many cases, 90 percent of all sales calls go unreturned, another 90 percent of completed calls lead nowhere, and, in many businesses – of the calls that lead to next steps – probably only about 10 percent of those end up becoming customers.
If this stunning, but average, rate of indifference or rejection were not bad enough, ask most sales management and they will say they often do not feel the needs of the sales force are understood by CEOs or marketing management.
The brutal reality and challenges of the sales department can be turned into a positive force by having a CEO-led, strategic, and tactical approach to sales management that:
When all the organization’s priorities support the team that must convince people to pay for its products or services, the reward is significantly higher sales – because satisfied customers beget more business and more referrals.
The key to the entire process of enterprise engagement is to have a clear, written plan – ideally tied to the organization’s overall goals and updated whenever those goals change.
Nine Quick Tips for Successful Enterprise Sales Engagement
Below is a step-by-step guide to implementing an approach to enterprise sales engagement that aligns with the principles of enterprise engagement and ISO Annex SL and ISO 10018 quality people management standards that provide a framework for the strategic management of all stakeholders in a way that connects the dots between all actions that can drive success.
Organizations will achieve the best results from sales management if they 1) employ a strategic, CEO-led effort that connects the brand and its promises to everyone in the organization, and 2) when the sales team feels part of a strategic and systematic process that regularly incorporates their own feedback as well as market feedback to ensure the process dynamically adapts to changing market conditions.
Want to learn more about enterprise sales engagement? Meet solution providers and get more insight at the Sales 3.0 Conference in San Francisco.
Based on material from Bruce Bolger, founder of the Enterprise Engagement Alliance.