Imagine peacefully walking a small path on a quiet spring morning. The birds sing and the clouds break just enough for the sunlight to pour through the morning glow and light the wildflowers under your feet. But just as you take a deep breath and smile, a fierce tiger ready to pounce slinks out from behind a tree. What do you do?
For those who aren’t natural salespeople, a script can be a great way to get started. It provides a sense of control over the conversation as well as preparedness, and often makes new sales professionals feel much more confident when making a prospecting call. This feeling comes with a price, however; those who become reliant on a call script can often end up feeling nervous or exposed without it, and when a call begins to deviate from the script, it can become difficult for these novices to proceed in the conversation.
In a recent press release from International Data Corp., researchers are shifting their projection for PC sales downward by an additional 1.6% for 2015. Although this doesn’t seem like much, this drop represents a significant loss of revenue in the personal computer market. There are many reasons for this downturn, chief among them that consumers are turning more and more to tablets and phones for everything from entertainment to business.
Customer satisfaction isn’t the only useful metric anymore, and indeed, some companies don’t need strong satisfaction ratings to succeed. Some companies that have poor customer satisfaction metrics end up being top performers in their field, and are even world-changing organizations. Facebook, for example, held only a 66/100 satisfaction rating in a 2011 study, but its power over both its own market and modern culture is undeniable.
Question: What’s better than being a good salesperson?
Answer: Being a good salesperson and liking it.
The sales profession has one of the highest burnout rates of any industry in the nation. No matter who you are and what you sell, potential sales apathy can be a killer for your business. That’s one of the reasons why companies like Paypal and Black & Decker have invested in the trend of sales gamification. Basically, these and thousands of other companies have turned their sales process into what it truly is at its core – a game.
It’s been a hard couple of months for Sprint Corporation. In December 2014, stock prices took a severe dip after the release of quarterly reports, showing a 60% drop in investor confidence. To make matters worse, a recent Consumer Reports survey named Sprint the worst customer service provider for the phone industry – for the second year in a row.
Making a sales call or setting up a face-to-face meeting without detailed background information can leave a rookie salesperson feeling desperate and worried. When a customer starts asking pointed questions, new salespeople often end up lacking the context to answer appropriately, and in turn can lose the customer’s confidence. When a customer’s confidence is undermined, sales slump, and many new salespeople wonder how they could have prevented the loss.
When it comes to the future of sales in 2015, you might be surprised to see where big businesses are investing their cash. According to a sneak peek from the CSO Insights newest 2015 study, many organizations are pulling funding out of CRM programs and putting it all into developing better training and lead generation processes.
Whether it’s to establish a new direction for one’s brand, to restructure after a merger, or to distance the company from a previous mishap, rebranding a company or its products can be a great way to generate a new image in the public eye.