Comments on: Salespeople Don't Know? http://www.fillthefunnel.com/2009/06/23/salespeople-dont-know/ Web Tools & Strategies to Increase Sales Thu, 29 Jul 2010 09:35:53 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: bill http://www.fillthefunnel.com/2009/06/23/salespeople-dont-know/comment-page-1/#comment-154 bill Tue, 23 Jun 2009 21:21:11 +0000 http://fillthefunnel.com/?p=522#comment-154 Successful sales people are on top of their game and do (should) know this. But really, what % of the sales reps out there fall into this category? I for one, are in current observation of (and working in) a small company that have, by most standards, "successful" salespeople who are owners, managers of the business. They're anchored by how things were done back in 1999-2003 but seem reluctant to evolve into new sales techniques and methodologies. The current struggle is embracing whether or not we need a CRM in house or not. "I don't get it, why are salesreps always complaining about not having a CRM? We didn't have a CRM when we were salesrep and we made our numbers." says one of the owners. My response was just to remember our dad and grandads could say the same thing about the mobile phone and the computer. Therefore, I relate to what Lakhani is saying here. Technology is evolving so fast that it's also changing buying behaviors.. .and I would have to say the greater majority reps don't realize it until they have the "house fall on them" or lose a monumental deal. Successful sales people are on top of their game and do (should) know this. But really, what % of the sales reps out there fall into this category?

I for one, are in current observation of (and working in) a small company that have, by most standards, “successful” salespeople who are owners, managers of the business. They’re anchored by how things were done back in 1999-2003 but seem reluctant to evolve into new sales techniques and methodologies. The current struggle is embracing whether or not we need a CRM in house or not.

“I don’t get it, why are salesreps always complaining about not having a CRM? We didn’t have a CRM when we were salesrep and we made our numbers.” says one of the owners.

My response was just to remember our dad and grandads could say the same thing about the mobile phone and the computer.

Therefore, I relate to what Lakhani is saying here. Technology is evolving so fast that it’s also changing buying behaviors.. .and I would have to say the greater majority reps don’t realize it until they have the “house fall on them” or lose a monumental deal.

]]> By: Fred http://www.fillthefunnel.com/2009/06/23/salespeople-dont-know/comment-page-1/#comment-153 Fred Tue, 23 Jun 2009 20:33:49 +0000 http://fillthefunnel.com/?p=522#comment-153 I couldn't agree with you more Miles. Successful sales professionals are on top of their game and seldom, if ever, need a house to fall on them. Lakhani's comments are more appropriate for those buried under houses or otherwise retired. I must admit that I'm not familiar with Lakhani. Is it possible his comments are academic naiveté or does he have significant real world sales credentials? I couldn’t agree with you more Miles. Successful sales professionals are on top of their game and seldom, if ever, need a house to fall on them. Lakhani’s comments are more appropriate for those buried under houses or otherwise retired. I must admit that I’m not familiar with Lakhani. Is it possible his comments are academic naiveté or does he have significant real world sales credentials?

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