And top-notch soft skills eat experience for breakfast: According to Forbes, 94% of recruiters believe that top-notch soft skills outweigh experience when it comes to promotion to leadership positions.
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Changes and adjustments are a natural part of operating a business. A business is always looking to optimize sales funnels, cut costs, and better understand the needs of its customers. In some situations, though, it may take more than slight refinements to keep a business going.
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Each option comes with its obvious pros and cons. I believe the decision of which route to pursue starts with what the person is asked to accomplish and what the environment looks like they will operate in.
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It’s obvious that knowing your target customer is a critical part of operating and growing any business. Defining your ideal prospect drives all aspects of sales and marketing, but also provides direction for the entire enterprise, from developing products and services, creating positioning, developing sales enablement programming, and building the organization, from people to tech stack to processes.
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budget is a scarce resource! There are always more opportunities to spend than there is budget available. And so, companies and their decision makers prioritize and spend on what brings the greatest value. Or at least what they perceive brings the greatest value…
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We also value people that ‘just work.' Margot Anderson puts it this way: “We place great importance on people … who are able to deliver consistently good results time after time and who can be depended upon to deliver on commitments and promises. Fundamentally they make life … easier, more enjoyable and more rewarding.”
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When this happens, are companies just cutting fat and using the opportunity to eliminate unwanted and unnecessary staff? And when they freeze hiring, does that affect only the “nice-to-have” positions, or does it apply across the board?
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Great Sales Leaders understand this. They embrace all available technology, align digital and human interactions, trust their instrument and the process, and use the deliberate human touch to their advantage.
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I think that sales-centric and customer-centric are inherently the same. In today’s transparent markets, one cannot sell without putting the customer front and center. Simply put, salespeople work to understand customer needs or problems and then sell solutions that address those.
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A ship does not leave port without a captain. So why would you put a sales team out there without a leader, a real sales leader?
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