Are you losing control of sales?
Apr 24, 2023
"We just can’t figure out what’s going on in sales at the moment… it isn’t like it used to be… I feel like we are losing control"
Orange Hat series - Sales Director Dilemmas #9
I get it, it can be quite confusing so first we need to make sense of what’s going on
Let’s look at three main areas
β οΈ More 'Types of Sale' than ever before are presented as ways of winning business, lots of methodologies presented as the way
β οΈ More 'Techniques' ranging in degrees from cranking up brute force with automation to engaging in genuine customer centricity are talked talked about
β οΈ More 'Technology' is now playing an increasing role in how sales professionals can operate.
Now we can consider how to counter these challenges
This involves applying ‘contextual judgement’ so what you decide to do is right for your organisation, salespeople and of course customers
πΆ Transform your process to handle sales opportunities in way relevant for today
Consider
- Customers buying process
- Information you need to do a good job
- Qualifying out
πΆ Tailor an approach that becomes more collaborative
Consider
- Thinking like a partner
- How to support 'sense making'
- Customers definition of value
πΆ Take control of technology and use appropriately
Consider
- If it can replace a boring job (good)
- Whether its replacing what a human needs to do (bad)
- If it is downright annoying customers (very bad)
We can't 'do sales TO people' today which is where the feeling of loss of control might come from
However with a little bit of thought we can set up to 'work WITH' them.
Perhaps closer than ever before
For those that can adapt this is an exciting and fulfilling time to be in sales
Why 'Orange Hat'
The Six Thinking Hats is a method used to amplify creativity by making sure that a broad variety of viewpoints and thinking styles are represented.
It was developed by Dr. Edward de Bono
The six hats are:
βͺ White: the objective hat, which focuses on facts and logic
π΄ Red: the intuitive hat, focusing on emotion and instinct
β« Black: the cautious hat, used to predict negative outcomes
π Yellow: the optimistic hat, used to look for positive outcomes
πGreen: the creative hat, where ideas are abundant and criticism spare
π΅ Blue: the hat of control, used for managing the process
I've taken the liberty of addling a new one
πΆ Orange: the hat of applied sales thinking, used to address real life challenges and drive results today.
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes
