Podcast > This Week In Sales > Why You MUST Challenge Your 2021 Sales Target! 66% Of Sellers Would Rather Clean Than Use CRM – TWIS

Why You MUST Challenge Your 2021 Sales Target! 66% Of Sellers Would Rather Clean Than Use CRM – TWIS

On this week in sales we’ll be looking at: 

  • Why you should challenge your sales target if it looks ugly for 2021
  • A study that shows that 66% of Sellers Would Rather Clean their Bathroom Than Update Their CRM System
  • How Hub-and-spoke might be the future of selling-from-home

And much more!

This Week In Sales hosts:

Topics:

Forrester – Sales Leaders: Don’t commit to unrealistic numbers for 2021 

The analysts stated that the worst thing sales leaders can to do is to sign up for an unrealistic number for 2021.

https://www.linkedin.com/video/live/urn:li:ugcPost:6717493416818683904/

By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels

Gartner expects that by 2025 80% of B2B sales interactions between suppliers and 60% buyers will occur in digital channels of B2B sales organizations will transition from experience- and intuition-based selling to data-driven selling, merging their sales process, applications, data and analytics into a single operational practice

https://www.gartner.com/smarterwithgartner/future-of-sales-2025-why-b2b-sales-needs-a-digital-first-approach/

Research: How Virtual Teams Can Better Share Knowledge

Despite many tech companies announcing that workers could remain remote going forward, leaders like JPMorgan’s Jamie Dimon have called employees back to the office.

https://hbr.org/2020/11/research-how-virtual-teams-can-better-share-knowledge

Digital content management for sales.

Next stage is developing content to meet the customer’s on their journey using AI.

https://seismic.com/

Study: 66% of Sellers Would Rather Clean the Bathroom Than Update Their CRM System

90% of sellers complain that parts of their job take longer than they should. The top areas listed were –

  • entering notes in the CRM system (35%)
  •  updating or working in multiple systems (34%)
  •  and sales training activities (31%).

https://www.forbes.com/sites/quickerbettertech/2020/11/04/on-crm-would-you-rather-clean-your-bathroom-or-update-your-crm-system-guess-what-a-study-found/

The Next Step in Recording Conference calls.

Simple GUI, records on both sides and then uploads the individual video files, allows live call ins.

https://riverside.fm/

The Missing Sales Metric That Can Mean CEOs’ Success Or Failure

According to Gartner, only 28% of sales leaders say they’re meeting their cross-selling and upselling growth targets.

https://chiefexecutive.net/the-missing-sales-metric-that-can-mean-ceos-success-or-failure/

Building Relationships On Sales Calls

Building a relationship with someone you can’t see can be difficult, but simply changing the way you talk can make a big impact. Here’s six tips for using the phone to your advantage in making connections.

https://salesgravy.com/six-tips-for-making-better-connections-over-the-phone/

Five Companies Using the Hub And Spoke Model

Amidst the challenge of adapting to the ‘new normal’, one idea that is gaining in popularity among big businesses is the so-called ‘hub-and-spoke’ model, where companies keep their headquarters but operate from multiple regional offices or coworking spaces, allowing employees to find a balance between home working and office working.  

https://www.iwgplc.com/MediaCentre/Article/five-companies-using-the-hub-and-spoke-model

Book recommendation: Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)

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