Welcome to Executive Coffee Break News: your monthly
sales insights, best practices, and executive content...
in the length of a coffee break.
The sales world has gone digital. But AI and every other tech acronym has only made emotional intelligence and the human connection more imperative.
Your role as an executive—whether CEO, CTO, or CMO—is to navigate your organization through these uncharted waters. The digital transformation is forcing everyone, from the C-Suite to middle management to reps themselves, to master the new tools at their disposal. It is blurring the lines between previously distinct roles. And, perhaps most importantly, it is empowering sellers to adapt to the demands of consumers at record pace.
"KPI" is hurled around so often that it has become a bit of a buzzword. Not all metrics matter to everyone, and some matter a great deal more than most. The real question you should be asking is: Which KPIs matter to my organization? Let's sift through the mountain of recommendations and look at the tried-and-true top performance trackers you can start implementing today.
“A journey of a thousand miles begins with a single step,” isn’t just a cliché on a graduation mug. Slices make the pie, and daily actions yield yearly achievements. For sales reps, the big three are:
How do you motivate a demographic in which 3 out of 4 people have no idea what they are doing? While there may be disagreement over the cause of these shortcomings, what can be agreed upon is that doubling down on the same system will not generate different results. Rather than focus on the controversy of failure, let us examine the catalysts for success.
Meat and potatoes, quotas and commissions. Staples of a healthy home and workplace diet, so we're told. Feel free to replace meat with an organic, GMO-free soy alternative. And while you're at it, reconsider those quotas and commissions, too.
You feel the bzzzz of your phone and your heart jumps. Who is it this time? You thrust your hand into your pocket, your mind racing to think of everyone and everything that could be trying to reach you. How many times does this happen to you on a daily basis? The fact that you’re anticipating what the notification might be before you even see it suggests there is some other factor at play here—one that means you may end up engaging your phone much more than you do your work. Today it’s common practice for sales managers to utilize social media techniques to engage their sales teams on internal platforms, and it's time your business did the same. Let's walk through the 4 key elements of social media that will boost engagement amongst your sales reps:
Have you noticed stagnation in your teams' engagement and motivation? Are you worried that your sales teams are not using their knowledge and skills to their full potential? Feeling uninspired at work can invite unwanted lingering effects on productivity and overall performance.
Sales managers are a dying breed, but sales management is not. The reality is that automation isn’t just here to stay—it’s booming. That’s a bit disconcerting to anyone not building our digital replacements. Then again, that’s the superficial perspective. Digging deeper reveals another: automation frees us from one-dimensional management.
The threat of technology replacing human labor has been around as long as labor itself: during the Industrial Revolution, mechanized looms replaced the need for artisan weavers, and in World War II, Alan Turing invented the first computer that could process data millions of times faster than a human ever could. Self-improvement is no longer an option to outpace the rapid increase in artificial intelligence, as we carry the burden of being restricted by organic matter. Instead, we can expand and improve computers by infinite degrees to perform tasks we could only dream of our own brains performing.