What the Heck Happened tothe Sales Profession I Love?!

The Challenges & Opportunities of the “Social Selling” Era

Setting the stageThe world of the Sales Manager has changed

1960’s Professional Selling Skills (PSS)

1970’s SPIN Selling

1980’s Strategic Selling

1990’s Solution Selling

The World of the Sales Manager has ChangedThe World of the Sales Manager has Changed

This

has become…

This

EDS, an HP Company 'Cat Herders‘ Super Bowl Adhttp://www.youtube.com/watch?v=m_MaJDK3VNE

Fundamental Shift #1The metrics for measuring success

The Metrics for Measuring SuccessThe Metrics for Measuring Success

Then•It was all about the number

•What activity gets us to the number

•VP of Sales was the hero

The Metrics for Measuring SuccessThe Metrics for Measuring Success

Then•It was all about the number

•What activity gets us to the number

•VP of Sales was the hero

The Metrics for Measuring SuccessThe Metrics for Measuring Success

Then•It was all about the number

•What activity gets us to the number

•VP of Sales was the hero

The Metrics for Measuring SuccessThe Metrics for Measuring Success

Now•Only 50% of Reps hit the number

•Metrics are about more than activity

•The Team gets the glory

The Metrics for Measuring SuccessThe Metrics for Measuring Success

Now•Only 50% of Reps hit the number

•Metrics are about more than activity

•The Team gets the glory

The Metrics for Measuring SuccessThe Metrics for Measuring Success

Now•Only 50% of Reps hit the number

•Metrics are about more than activity

•The Team gets the glory

Fundamental Shift #2Sellers are losing controlAnd it isn’t a bad thing

Sellers Are Losing ControlSellers Are Losing Control

Then•Companies were the brand & messages were crafted and memorized

•All employees worked at the mother ship

Sellers Are Losing ControlSellers Are Losing Control

Then•Companies were the brand & messages were crafted and memorized

•All employees worked at the mother ship

Sellers Are Losing ControlSellers Are Losing Control

Now•People are the brand & messaging is bottom up

•Remote workers are becoming the norm

Sellers Are Losing ControlSellers Are Losing Control

Now•People are the brand & messaging is bottom up

•Remote workers are becoming the norm

Fundamental Shift #3The corporate culture around Sales & Marketing has shifted

Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing

Then•Companies were Sales driven & Sales drove the message to the Market

•Sales was about Revenue & Marketingwas about leads

Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing

Then•Companies were Sales driven & Sales drove the message to the Market

•Sales was about revenue & Marketingwas about leads

Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing

Now•Companies are increasingly Marketing driven & Marketing drives the message to the Market

•Goals & Objectives are in alignment

Corporate Culture of Sales & MarketingCorporate Culture of Sales & Marketing

Now•Companies are increasingly Marketing driven & Marketing drives the message

•Goals & Objectives are in alignment

What the Heck Happened tothe Sales Profession I Love?!