Unfortunately, the B2B sales profession is full of old and outdated inaccuracies and misconceptions. From the claim that sales are nothing more than a “numbers game” or that the sales goal is the only determining factor for success. Today I want to explain why these ideas are actually false and why they can hurt your sales figures:
5 Big Myths About B2B Sales
You have to be experienced to be successful in B2B sales
Dear managers and directors, please do not fall into the trap of assuming that simply by selecting a sales representative who, according to his resume, is highly qualified, he will be a guaranteed solution to solving and strengthening an entire weak sales team, or that he will be able to work miracles with those substandard products, or that overnight customer satisfaction will start working wonders for an already rated "poor quality" company.
Past profitability is not a reliable indicator of future sales, and the weakest link in the chain requires as much attention as the most prominent player.
Also, keep in mind that just because someone performed well nigeria phone number in their previous sales position and may have more experience dealing with certain types of people, it doesn't mean that it's a blanket rule that will apply to every type of industry, product mix, or customer base, because it can immediately impact and make everything change.
What I recommend is that each person builds, trains and coaches their new professionals to form their own sales teams with the profile required by their business model, the characteristics of their clients, and their market niche; the rest is learned over time and thus each one is molded according to the philosophy of their company.
Learn more about customer experience management in B2B companies .
Having the best sales reps makes them great sales managers
Stellar sales performance is one thing, but thinking that when managing your sales team, everyone will have the same set of skills – some will have certain skills and others will have very different ones – is quite another. It is the unity of the entire team that can truly achieve success in terms of results.
Management skills include the ability to see what motivates your reps individually, so much so that in many cases a group of tactics works better when they are directed to be executed for the entire group rather than distributed individually; always remember that in the same sales group, even if they all basically have the same sales profile base, you will find that each one has different skills, interests and motivations.
In fact, there are many sales professionals who perform better when they are given responsibility for an area where they feel comfortable and this is reflected in the management of their own territory and their own client list without having to worry about that of the rest of the team.
Developing future leaders to become the next sales managers requires effort and focus on other types of skills that really demonstrate the ability to delegate, make decisions and prioritize actions; it is not really all about achieving sales goals or excellent customer service. You must understand more leadership skills than operational skills.