Skip to main content

Highest odds of closing


Is the art of "closing a deal" confined to just those with "sales" in their title? Who really are the salespeople in an organization?  Aren’t we all focused on providing value to our clients in the form of advising and executing solutions?  If that's the case then wouldn't everyone, including an innovator like myself, be considered a contributing member of sales?



Valuable and relevant perspectives are enhanced due to the amount of client data available and the ability to run this information through artificial intelligence.  If your sales folks have more than one opportunity they are chasing down, how are you facilitating their ability to prioritize activity focused on exceeding plan, understanding success patterns with clients, and correlating transactional and social dimensions which influence close probabilities?  It was no coincidence when Microsoft purchased LinkedIn just last year. The convergence of information around us, and our ability in 2017 to leverage this information, has never presented such an overwhelming opportunity to change the way we see sales.



A salesperson's ability to master the emotional quotient (EQ) remains to be paramount (including yet not limited to; trust, empathy, and persistence), be careful getting too comfortable as those which learn to balance the relationship and emerging technologies which provide digital insights, will rule the day.  Look at your existing tools, not as sales performance management but instead as intelligence based opportunity optimization.



-----

Next post:  people business, can I really get objective measurements?

See all of the "last mile worker" posts here:  http://lastmileworker.com

-----
Labels:

Comments

Post a Comment

Popular posts from this blog

why transform?

Why do I want to change, who said anything was wrong with my stack of papers and sea of Excel files?   We solve problems, that is a key characteristic of any successful service organization, if it isn't broke why fix it?   Often, when discussing a transformation from paper or cobbled together systems to a cohesive digital approach, folks struggle with the gap between what they currently do and how digital tools can help.   You really need to look at where the pain points are in your organization and how these compare to your business objectives.   Consider writing down these points on the whiteboard in no particular order, spend a few days shuffling and consolidating into a prioritized list.   Once you have the "why" and the "what" identified, the old remaining step is "how".   Some of the most popular observations over the years have been; Slipping through the cracks :   you know, not the major muscle movements, instead those little i...
Post a Comment
Read more

expert at everything...not a problem

Well... I would say sometimes there certainly is a perceived notion that one person is an expert at everything. For the worker "everything" may be defined as the specific area in which you were hired or are constantly scheduled. Our opinions are frequently influenced off of past experience, or information we've received from their coworkers. Unfortunately this only gives us partial insight to that workers expertise and often is limited to their most recent history. Narrowly focused accounting is made of the skills that this individual possess. Come on, can't we figure out a way to leverage all of the skills of a particular worker? One of the challenges has always been that relationship between the activities which need to be accomplished and the myriad skills of individuals within your workforce. In addition, even if you could inventory and get a pretty good handle on the skill sets, they are constantly changing (with any luck) and thus the ineffective process of ...
Post a Comment
Read more

entusiastic about preventative maintenance

Why do I really care if my field technicians are enthusiastic or not? When you look at a person's work output, as directly related to workforce sciences, you come up with three primary ingredients required to achieve your desired results.   These ingredients are; attitudes, attributes, and capabilities and when mixed properly with enabling tools can yield unbelievable outputs. So what does any of this have to do with routine maintenance? If your maintenance routines actually become way too routine then pretty soon performance will be replaced with complacency. In order to keep any piece of equipment running as trouble-free as possible the maintenance performed, and the thoroughness of the inspection and tasks at hand, have a direct impact on the asset's life expectancy.   There are some strategies that help service organizations keep the enthusiasm at all-time highs. Switch techs from time to time :   One of the best ways to ensure maintenance is being performed...
Post a Comment
Read more