Why sales readiness? And Why Now?

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Information about Why sales readiness? And Why Now?

Published on October 13, 2014

Author: mindtickle

Source: slideshare.net


A number of fast growing companies, particularly in the tech sector, are getting ready to sprint to the IPO goal line. Most of these organizations, are looking to rev their sales engine to produce quarter on quarter top line growth.

This context is ripe for leaders of these organizations, especially the ones with complex sales cycles, to answer the question – what does it take to win the race?

But instead, it would serve most organizations to rephrase the question as – what does it take to win a relay race?

A relay race is relevant here because a healthy sales engine is often a great combination of sales engagement and sales readiness.

1. Sales Readiness Why? And why now? Photo by Ted & Dani - Creative Commons Attribution License https://www.flickr.com/photos/16767930@N05 Created with Haiku Deck 1

2. 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 2 Photo by Collin Mel - Creative Commons Attribution-NonCommercial-ShareAlike License https://www.flickr.com/photos/32608413@N00 Created with Haiku Deck

3. By 2015, one out of every two employees worldwide will be under 35 By 2025, this will grow to three out of four © All Rights reserved, 2014 3

4. Customers are becoming more demanding and discerning; it is harder to © All Rights reserved, 2014 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% 4

5. © All Rights reserved, 2014 Keeping your sales teams on top of their game is not the cost of doing business anymore It is a matter of survival 5

6. Despite being so critical, onboarding & sales training is scattered and not engaging enough Wiki LMS Webinar Classroom 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” © All Rights reserved, 2014 6

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