Changes in Selling Require Changes in the Way You Sell

Posted by Dave Kurlan on Mon, Nov 05, 2007 @ 09:11 AM

I turned 52 years old last week and noticed that some things have changed since the last time I took inventory.

  • the (green!) leaves are still on the trees west of Boston and it's November 5
  • I'm heavier than I used to be
  • my hair turned grey
  • I ache in the morning
  • days, weeks, months and years go zipping by
  • when I look in the mirror, a different guy looks back at me
  • I play golf instead of baseball

Selling has changed too.  Have your systems, strategies, processes and people changed along with it?

  • has the internet impacted the way you or your competitors do business?
  • is yore approach more solution orientated?
  • how many of your people can truly sell that way?
  • how many of them are capable of selling value?
  • has your sales cycle gotten longer or shorter?
  • is there more competition?
  • are there fewer customers?
  • has there been consolidation among either your customers or competitors?
  • is it harder to find new customers?
  • is it more difficult to find good salespeople?

While change is certain, many companies still attemp 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?

Feel free to comment on this one.

© Copyright 2007 Objective Management Group, Inc.

Topics: coaching, Featured

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader