WHY DO WE HIRE SALESPEOPLE AND THEN TREAT THEM LIKE ROBOTS? #sales
This is so true. With so many companies pushing AI assistance and selling it as a cheaper way to reach more people, those of us that are sticking to relationships, trust and knowledge through human interaction are truly seeing an influx of business. Just because something canbe done quicker and cheaper rarely means it can be done better.
I have had the misfortune of working with far too many so called “sales leaders” who simply do not get this point. BOTs, cadence, dash board stats, and all the other mindless nonsense does little more than demoralize a potentially strong sales team and only assures under performence - because the real sales professionals quickly move on to employers that respect, appreciate and reward true sales talent. Such “sales leaders” have no idea how to build meaningful relationships with their sales teams let alone relationships with customers and prospective customers. I don’t always agree with Brian but he is spot on here!
Great one!
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Perfectly said!
All "spot on" points. We're finding though that we're in a somewhat new society in sales. People want repetitive and structured cadence which means we want perfection, and we've all heard about needing to do "consistent pitches". Why, so management can put analytics behind a team that is either successful or not in their view. This gives those managers that haven't actually sold much the feeling of control, through AI or machine learning and selling practices. As you've said Brian, it doesn't work. If anybody has sold much through relationship building and real discussions, they know this. If you haven't and continue down the "machine learning/selling" you'll be unpleasantly surprised how successful it isn't I'm sure there are customers that know exactly what they want and order it from a machine but the vast majority in the enterprise space want an expert to have dialogue with and that doesn't fit the AI bill. All this said, analytics are good as long as they are used in combination with a real person doing real solution selling. 😁
so true
Absolutely brilliant video. Such valid points. Outling the fact that we as salespeople are not robots - we each have our own unique personalities and mannerisms. Thank you for sharing.
So true!
Global Account Executive at Pure Storage
1moAnalytics and the over the top application of them are pushing many orgs toward a thinking that they don’t need salespeople in the field any longer. Building lasting relationships with customers is what sustains sales orgs over the long term. Customers don’t want long distance partnerships. They want someone next to them in the trenches solving their problems.