why sales readiness? and why now?
Post on 13-Jun-2015
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Photo by Ted & Dani - Creative Commons Attribution License https://www.flickr.com/photos/16767930@N05 Created with Haiku Deck
Sales ReadinessWhy? And why now?
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Business cycles are getting shorter; “dynamic” is an understatement
New Product or Services – the cloud model has shrunk innovation cycles from months to weeks
New wave of competitors –Uber disrupted car rental, AirBnB disrupted hotels, WhatsApp disrupted texting - all in < 2 years
2Photo by Collin Mel - Creative Commons Attribution-NonCommercial-ShareAlike License https://www.flickr.com/photos/32608413@N00 Created with Haiku Deck
By 2025, this will grow to three out of four
By 2015, one out of every two employees worldwide will be under 35
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Customers are becoming more demanding and discerning; it is harder to lock them in
The role of a sales rep is not to educate about features but to be a consultant; 70% of decision is done before the sales call
With lower switching costs, one poor experience increases the probability of customer churn by 500%
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Keeping your sales teams on top of their game is not the cost of doing business
anymore
It is a matter of survival
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Despite being so critical, onboarding & sales training is scattered and not
engaging enoughClassroomWebinarLMSWiki
No tracking or engagement
Fails to engage the reps; low adoption
Not interactive or personalized
Does not scale; not engaging
It is time to rethink “sales readiness”
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