In the aftermath of Super Bowl 49, sales blogs everywhere where flooded with discussions about what could be gleaned from the surprising events of the game. The web was also a-twitter with fresh ideas about issues like conflict management, sales presentation, and must-avoid management techniques that drive away good sales staff.
Still, the most interesting posts highlighted the future of sales organizations. In Mark Hunter’s (@TheSalesHunter) post, he illuminates the real possibility that your sales position could be replaced with technology unless you provide critical thinking that an app can’t offer. Business strategist Mary Albright (@maryalbright) also suggests that the future of time management isn’t time management at all – it’s self-management.
From sales presentation skills to sales lessons from the Super Bowl, we’ve collected hot and relevant reads for your team. Just make sure you’re attention as we pass them on to you. You never know when Malcolm Butler is going to intercept.
- Why It’s So Hard to Fill Sales Jobs (Wall Street Journal)
According to research from the Harvard Business School, technical sales jobs are the longest positions to fill in the nation. This article showcases the billions of dollars that are being lost due to this hiring gap, and some new strategies that sales managers can use to attract the right kind of sales staff for their tech business.
- Are You About to Lose Your Job to an App? (The Sales Hunter)
This short, 3-minute read is an eye-opener for any salesperson who thinks they’re irreplaceable. Mark Hunter suggests that technology programs could easily eliminate sales positions unless reps show they can do what computers can’t – make critical decisions. A great article, especially in light of Brian de Haaff (@bdehaaff) anti-salesperson post (“Why This CEO Will Never Hire Another Salesperson,” LinkedIn)
- Sun Tzu’s Tip for New Sales Managers (Top Line Leadership)
Author and leadership adviser Kevin Davis suggests that “über-sellers” can actually end up turning their strength in closing into a management weakness. He says that great closers can end up stealing the thunder of their sales protégés, which can turn them into weaker long-term sellers.
- Objection? Buying Signal? Maybe Neither. (Sales and Sales Management Blog)
Renowned thought leader Paul McCord (@paul_mccord) says that sales people often think of presentations in terms of objections and buying signals, while their prospect is simply qualifying them for partnership. This article is a must-read for every sales professional.
This fascinating article from Ken Krogue (@kenkrogue) suggests that Americans’ responses to sales prospecting are significantly affected by the outcome of the NFL playoffs and Superbowl. For instance, Americans are more likely to respond favorably (by 15%) four weeks before the Superbowl, as they are more positive about the future.
Writer Clemence Lepers (@pptpop) takes an elusive concept – the perfect sales presentation – and makes it completely accessible and data-driven. This article and infographic shows how your value propositions, brand story, data, proofs, and calls-to-action should be organized for the best sales results.
- Time Management Isn’t the Answer (Huffington Post)
Mary Albright turns the concept of time management on its head with this logical, streamlined article. She suggests that self-management is actually the problem with many professionals, and she outlines the systems, structures, and operations that can be enhanced to have more time during each day.
- Ways to Deal With Team Conflict Effectively (Sandler Training)
The team over at Sandler Training (@SandlerTraining) gives seven vital steps for dealing with any workplace conflict. Instead of avoiding the situation, responding with aggression, or blaming the instigator, they suggest that managers should respond and communicate appropriately using several unique methods.
- 7 Habits of Organized People (Fast Company)
Productivity maven Stephanie Vozza (@StephanieVozza) shares her insights for the tools and ideals that truly organized people adhere to. Vozza encourages readers to simplify their lives, choose tools – like customer relationship management (CRM) software – that will streamline their work processes, and regularly purge their lives of unnecessary tasks.
- Are You Guilty of These Common Sales Management Missteps? (Business2Community)
Gretchen Gordon (@BraveheartSales) curates the ultimate list of sales management mistakes, making it easy for any sales manager to realize they’re screwing up. The top offenders include failure to manage top producers, motivate staff, and effectively enforce CRM software usage. Each of her suggestions is backed by research and will remind even the most seasoned sales manager that there’s room for improvement.
What do you think?
Do you agree that the Super Bowl can affect the conversion rate of cold-calling? Do you believe your sales staff can be replaced by technology? Tell us what you thought of these articles. We love to know what you think!