When it comes to sales, the main part of the job is to get in touch with potential customers to understand if the product you are offering will meet their needs.
If it's that simple, then why do we make it so complicated?
In recent years, many salespeople have struggled with their chosen profession: they seem to have trouble, for personal reasons, with having to "hunt" new customers for the first time in their lives.
We all know that change is a part of life: in recent years, many things have changed, including the world economy. The last few years have been particularly volatile, and we are not yet sure how "The Great Recession" will affect us long term, but one thing is certain: many sales managers find it extremely difficult to do things that they have never done before.
The advent of new technologies is making those who feel part of the "sales 2.0" movement believe that the "old style" methods no longer work within our new hyper-connected world, and this false belief is having a really negative impact on overall sales performance.
The solution lies in welcoming all the positive features that technological innovation has to offer, without forgetting the many core values that we have learned from traditional ways of doing business.
One of the roles we miss most in today’s modern era is the mentor, who was traditionally charged with taking care of his own work while helping his students grow and evolve, forming them into “protégés”. Before salespeople morphed into mythological beings glued to their desks and immersed in customer relationship management, sales managers considered training their team part of their business.
