Everyone is familiar with ROI (Return on Investment). It’s basic to sales and business planning. Your customer is going to ask, “What’s the ROI?” – and you’d better be prepared to give an in-depth answer. But is that all there is to it?
Image credit: SalFalco on Flickr
For the last few months, my team and I have been working diligently on my forthcoming book, Pivotal Conversations: How knowing what your prospect really thinks about your offering can radically boost forecast accuracy and goal attainment.
In order to have an even sharper grasp on the real world implications of this topic, I’ve been talking to sales leadership at some very interesting and diverse companies – all to learn what they had to say about the current state of sales and how important the right messaging was to their success. That’s where Robert “Bob” Petrocchi comes in. Bob is the Vice President of Sales at Pivotal Inc. Here’s what he had to say.
I have a tendency to hire non-traditional talent – and have seen great fruit from coaching eager and willing-to-learn Millennials. Since I’ve been working and coaching Millennials for the last few years, Strategic Propositions has seen its fair share of Millennial-related posts, including: 5 Tips for Leading Millennials So That Your Company Benefits Hiring Millennials: […]
Image Credit: Sascha Kohlmann on Wikipedia Many of the preconceived notions we have about who makes a great salesperson — extroverts, relationship-builders, analyzers — are being smashed by modern sales studies. It can be difficult to understand why some salespeople succeed while others fail. This is why it is important to hire sales reps whose […]
Image credit: neptunecanada on flickr
I asked sales leader Dave Furtado about his take on the best ways for sales managers to approach getting a real accurate sense of a forecasted deal. He took no time in responding. “Forecasting is — well, we wish it would be a science — and if it were, all sales leaders would be CEOs, right?” It’s true. Scientific sales forecasting is something many sales leaders say they could really use.
The sales manager and sales VP depend on forecasting — because if a forecasted deal doesn’t go through, someone has to answer for it. “Right, and there’s lots of those,” Dave admits with a laugh. “And I’ve been there before, in front of a board of directors, explaining why.”
Does sales management affect the ability to forecast accurately? Sure does, according to Dave.
Dave advises to put “a very structured process in place,” and realize — like he did — that the biggest challenge you’re going to face is the sales manager. If your managers aren’t on board with your processes, they can be the “weak spot” of your team.
Image credit: Cea on flickr
Matt has been in sales his whole life and has done a lot of training for sales teams in order to get them thinking more strategically. He’s been with sales teams who have good processes in place — but sometimes it’s not enough.
“They were doing the steps,” he said. “But they were not having the real conversations with customers that they needed to have.”
Sales reps receive great training — but then they don’t know what to do with it. “It’s like teaching football on a blackboard and expecting people to play on the field,” Matt astutely observed.
Image Credit: The Reboot on flickr We’ve all gone through times where everything seems to be flowing well. Your company is seemingly stable, you’ve been working with clients, you have deals on the table — then something happens. Sometimes it’s difficult to see what this “something” is — where the road block came from. but […]
Yesterday I started sharing my disappointing experience with Avis. Read it here to get caught up, and then continue below. The RIGHT Way Remember when I said that cross-selling and upselling weren’t deceptive practices, per se’? I actually encountered a similar situation later the very same day. After going 15 rounds in the Avis “ring,” […]