Have you ever had the experience to met someone who sold you something you bloody want?
In the automotive industry a common joke says how bad salesman the Ferrari’s salespeople are. Why? Because those who want to buy a Ferrari do not change their idea even if you slap them in the face!!
The company in brief
The company's business was in the food industry in Italy. The organisation was over 60 people and had a turnover of 20 million a year. In the last 30 years it has produced a consistent and, year after year, increased cash flow. The management has set the business procedures on their best way to meet the seasonal demands of the tourist areas and it allowed them to become the leading company in the market for the last 3 decades. The risk management strategy also led to several real estate investments.
Is your sales management still leading by structured procedure? Does it work or are you experiencing business nightmares?
Most of us have set sales as a structured process in order to be more efficient, particularly when managing a wide number of sales reps or to get under control and make predictable the most unpredictable stage of the business. All of us have set KPI criteria and metrics to foresee ahead and make our forecasts more reliable.
As Zygmunt Bauman has correctly pointed out, we are living in a “Liquid Modernity” and it affects many of our habits. We need to shift many process and structured procedures to create a new approach in a changed era.
Brent Adamson, Matthew Dixon and Nicholas Toman figured out very well on Harvard Business Review (Nov. 2013) the real meaning of overpassing the sales process to embrace flexibility, judgment and focusing on results which are the main skills who works todays in sales...