During the last week I came across this article by Dave Kurlan in Top Sales World – Why nobody cares about sales excellence
It was a real call to action, describing how little interest there appears to be in doing the work to achieve true sales excellence. While you could look at the article as a depressing discussion of a status quo in sales, where few people are striving for excellence, and most instead are settling for mediocrity; I choose to look at it as describing the massive opportunity to move from where we are and where we could be. It truly describes an exciting possibility for those of us prepared to do the work and make the change.
I am certainly not in the business to settle for mediocre, but rather to search out what really great individuals and teams in sales are doing and then share it far and wide. I don’t believe it has to be incredibly difficult to identify and implement change, but you do need to build knowledge and capability in new areas, perhaps ones that are a bit frightening if you have never tried. It might be social selling, maybe using the challenger sales model, or better using technology within your sales team and linking it to customers.
Where do you think your opportunities are? Do you care about this too? Do you want to make a difference?