Experts, scholars and academics of all sorts have been writing countless of articles and publications about the importance of strong corporate cultures over the last few decades. Today,companies – big and small- have been using its corporate culture as a tool to not only seduce new talents into signing with them (admit it, we’ve all been at least tempted by the endless supply of free food in their cafeteria!), but also make their employees so comfortable at the office that leaving the company would almost feel like leaving their own home (talking about that high retention rate!). The focus of a strong corporate culture has always been about keeping their employees happy and satisfied. However, that clearly isn’t enough !
Incenteev sits down with Prof. Dr. Peter Gentsch, data scientist, management consultant and entrepreneur of diva-e Digital Value Excellence and DATAlovers AG, to discuss the current state and the future role of humans in sales business.
Incenteev: Mr. Gentsch, how can I imagine the salesperson of the future? To what extent do the current tasks differ from the activities of the future?
Peter Gentsch: Tomorrow’s sales representative should see AI not just as a threat, but as support. I can save time by delegating to AI to find out what my target group is, etc. Consequently, I will have more time to conduct the really important things, namely personal and empathic dialogue. On the negative side, I could theoretically digitize and automate the entire sales process. In my opinion, the sales representative of tomorrow should be supported by AI so that he can concentrate on what matters in customer dialogue in a much more intensive and sustainable manner.
Do you think that employees’ fears of losing their jobs are justified?
Absolutely. Sometimes this discussion is a bit romantic and naive because they say that they simply have to develop and train their employees in other areas. I believe
that everything that can be digitized will be digitized. Everything that can be networked will be networked, and everything that can be automated...
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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.
1. Bite-Sized Actions
“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:
- Why you want microlearning
- Why your sales teams will embrace it
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.