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Monday, May 6, 2013

Answer: The One Thing That Will Never Change About Sales 05-07



Last week I suggested there’s one thing that will never change about sales. I asked our readers to share their opinion on what that one thing is.  There were a number of great comments that helped me really think things through. The most common responses revolved around the concept of “consultative selling,” …asking questions, listening, solving a problem… all represent the core of what our sales process has been since Neil Rackham introduced us to SPIN Selling in 1988.  But, mark this down… 2013 is the year SPIN Selling began it’s rapid decline.
In the coming weeks, I’ll defend that statement, but for now, let’s get back to the original question. What is the one thing that will never change about sales?
one-thing
There’s a mathematical formula that determines sales success.
Because this is a timeless principle it could be easily dismissed, but don’t mistake it for the old school concept of, “it’s all about activity.” It used to be about an individual sales rep’s activity, but it isn’t that simple anymore.
Let me pause for clarity…
  • a mathematical formula exists
  • the formula itself changes and becomes more complex over time
It’s no wonder why there’s so much confusion around “how to sell.”
More than ever before, in the history of selling, sales success today is dependent on organizational alignment. The formula is cross-functional where key performance indicators are tied to every facet of the organization.
 Companies who point the finger at sales for not selling will be out of business before the end of the decade. Successful companies will win and thrive around a united strategy where product development, finance, operations, marketing, sales, and service are in alignment… and at every level… the math makes sense.
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