Why Most Companies are Struggling to Grow Revenue

Posted by Dave Kurlan on Wed, Apr 25, 2012 @ 09:04 AM

sales training dave kurlan picChris Scirpoli, of Invoke Selling, managed to engage me for nearly 15 minutes in a power-packed, fast-paced, video interview that covered a tremendous amount of ground in a very short period of time.  He did the mandatory, "Tell me about your background.", but he left nearly 13 minutes for me to elaborate on the greatest challenges to sales managers and salespeople, and the various approaches that can be implemented to solve these challenges.  Because of the questions which he asked, it was one of the better interviews with regard to content.  You can watch the interview here.  If you liked that, you'll really like the Sales Leadership Symposium in Boston next month.  

Dan Perry, writing at Sales Benchmark Index's Sales Force Effectiveness Blog, wrote that "The single biggest problem with sales today is sales reps are mismatched to the buyer.  They think like a sales rep and not like a buyer."  

Well, Dan, I don't agree and I have the statistics to back me up.  If you were to interview buyers (we don't call them that in 2012, we call them procurement specialists today), I'm sure they would agree with me because they don't want to be sold anything by anybody!  They want total control, want to squeeze every last dime from you, and don't want to share any information that might help a salesperson gain an edge.  

The biggest problem with salespeople today (I can back it up with the data from Objective Management Group, which has assessed more than 550,000 salespeople) is that 63% are not reaching decision-makers and 58% begin the sales process with procurement.  In general, the sales population doesn't possess the skills to sell consultatively (on average, salespeople have only 21% of the attributes of the consultative skill set), to uncover compelling reasons to buy and to use those compelling reasons as leverage, and to differentiate themselves. That leverage causes decision-makers to tell their procurement people to do business with your company (the company that stood out).  If your salespeople can differentiate themselves to such a degree that a decision-maker wants to buy from you, it's the internal decision-makers that must sell the procurement folks, not your salespeople!  When the opportunity finally arrives at procurement, only the terms need to be negotiated.

Don't believe everything you read.  Just because it's printed, doesn't mean it's good.

Topics: Dave Kurlan, sales management training, sales leadership training, selling to procurement, selling to purchasing, selling to buyers, sales benchmark index, sales assessments

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