Buyers will always want transactions, but in the near future, they just won't pay for the overhead of a salesperson. In addition to transactions, buyers will always require transformations. For these, they will happily pay for a Strategic Account Manager. Suppliers will be automated. Symbiotic Partnerships will never be automated. They require a genuine human-to-human connection. Those who try to play in the middle as transactional salespeople will be crushed by the march of progress.

You Can't Manage What You Can't Measure

Follow Up is Key to Your Organization's Sales Success

Your team is not following up enough. Part of the reason is that you have not educated them on how much follow up is needed for high level success.

Many sales organizations rely on distributed workforces so they can have sales people close to all their prospective buyers. There are plenty of benefits to this approach, but there are also risks. A comparison of research by Gallup and Enkata reveals some interesting findings.

Executives of large organizations are realizing the need to focus on their core competencies and work with key partners to provide complementary competencies as needed.

Sales is more predictable than we think. Learn how to measure and what to measure and watch your results improve.

As a sales manager, your number one task is to motivate your team. Understand how sales people think and the motivation will follow.

Most of the time, you never should have to deal with a gatekeeper in the first play. Learn three ways to completely avoid ever dealing with a gatekeeper.

Can you speak the language of your sales team? If they believe you understand them and you seem to have insight into their mind, they will trust you. To be trusted, you need to learn how to listen. Don't worry; it is easy if you know what to listen for and how to use that information.

The most important asset in every business is the human asset - people like to feel they are worthy and if they are engaged, they feel trusted and empowered; then they will be happy to be a contributing member of the organization. Therefore you need to change your role from a leader or communicator to a facilitator who engages employees into discussions.

Many salespeople don't take action. They mistake low barriers to entry for low effort being required to succeed. Turning up at 9, leaving at 5 and doing the bare minimum is not the way to behave as a professional. Taking the easy route is not the path to professionalism. Ultimately, professionalism is not where you came from, which school you went to or which career you picked - professionalism is what you do consistently.