Driving Sales Transformation
How can a sales executive drive growth in today’s fast pacing environment? A complex question.
By exploring, aligning and interpreting the best methods, innovations and emerging trends, the MHI Research Institute aims to answer this, which enables them to provide the most compelling research and insight needed to make important decisions.
In concrete terms, the research can help you significantly, especially in today’s fast-paced environment where customers can obtain more information through digital media and thus, have more expectations. How does this impact the purchasing process? It has become longer and more complex.
Joe Galvin, Chief Research Officer of the MHI Research Institute, recently collaborated with Stephen Diorio on an insightful Forbes article. According to him, today’s sales climate has driven to be “more costly, collaborative and consultative.” However, transforming sales performance to be more efficient can be done. It involves:
1) Better Training
It is not sufficient to sell product features; sales professionals need to deliver value through their message in order to influence the buyer perception.
2) Better Technology
Social, mobile and targeting technology can compliment sales productivity, helping sales people to find “the right thing to say, to the right person and at the right time”
3) Better Customer Targeted Content
If it is well designed, targeted and organized, content can make the sale. The marketing and sales team must work together.
Driving sales performance by investing in these sounds clear enough, yet executing on this has proven to be more complex. According to a study by the MHI Research Institute,
- “the top barrier to sales success is the inability to communicate value messages”
- only “23% of the sales team relies on their sales enablement system as the single source for content and information.”
Hence, the marketing team might not be generating content that is aligned with the buyer’s journey and packaged to be conveyed through sales channels. According to Joe Galvin, the alignment of the marketing and sales team is essential because agreeing on a common foundation ensures consistency along the entire customer journey.
ELAvate Global will not just be sharing the MHI Global Research with you; we will assist you in using the research to drive you to sales success. Stay tuned for more!
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MHI Global Sales Performance Summit in Asia
If you happen to be in Singapore on the 4th June 2015, MHI Global is having their very own first Global Sales Performance Summit in Asia where you will be able to hear world class best practices, key insights and case studies from their top leaders.
The Summit will bring the theme “Power of Perspective”, it is the thread running through everything we can do where we place the customer at the center of all strategy and decision-making.
A sales organization’s ability to provide perspective is the differentiator, especially in today’s fast-paced environment where customers are well informed and want the perspective of sales professionals.
This summit will equip you with proven best practices and thought provoking ideas, expose you to 2015 sales trend and behaviors that drive predictability and sales performance, networking with sales leaders and learning from some of our clients’ success. Invigorated, you’ll be able to head back to work with actionable ideas that you can put into place straight away to produce results.
Get your tickets here »
2015 MHI Global Sales Performance Summit (Asia)
Thursday, June 04 2015
5:00 PM Singapore Time
Capella Singapore, Sentosa Room
1 The Knolls
Sentosa Island, Singapore 098297
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New Sales Video!
Next week, Atik Suharyati, the new director of ELAvate Training Indonesia will provide us with an insightful video on the importance of the attitude, mindset and maturity when selling as well as having the necessary selling skills in order to reach new heights. Stay tuned!