The Future of the Sales Executive

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Dyanne Thorn Leeson has gained a breadth of experience in sales management, coaching, and leadership, while working for Kodak, Xerox, Canon and IBM. Dyanne recently completed her MBA degree with a specialization in International Sales and Key account management. From her genuine interest to inspire and motivate others she shares her unique perspectives gained from her experience in sales, her background in training, coaching individuals and her most recent academic development. She continues to develop herself and aims to remain up-to-date with current thinking in the sales arena.

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Some Things Shouldn’t Be Automated

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Automated Robot

I’ve been helping someone, a long-time and very successful sales professional in his late 50’s, find a new sales job. Now, he is very good, very experienced, and has won every possible sales award at every job he’s ever had. His negative? He doesn’t stand-out in today’s computer search / keyword-based job application process. “Statistics show that approximately 50 percent of mid-sized companies and almost all large corporations use an Applicant Tracking System (ATS) to screen candidates for job opportunities.”

I’ve been in the computer-assisted automation business for a long time, and I know how it can benefit users in many areas, sales and customer relationships being the two I am most conversant with. Shared information, cybernetic analysis, process management, standardized language, computer metrics, etc. etc. etc. All have great value when properly designed and implemented. But some things just shouldn’t be automated.

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The Future of the Sales Profession

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Need a Job

Mammas Don’t Let Your Babies Grow Up To Be Salesmen.

I recently read an article titled How Many Salespeople Will Be Left by 2020? by Gerhard Gschwandtner in Selling Power. In it, he stated a popular opinion these days that I’m not entirely sure I agree with: the sales profession is doomed, computers are taking over.

In specific, the article referenced three factors supporting this postulate:

  • The growth of on-line retailing, especially on Amazon, where no salesperson is involved.
  • The work IBM is doing with their Watson computer and its ability to answer questions quickly and accurately.
  • B2B adoption of B2C models with customer service teams to answer inquiries after online sales are executed.

The article offered a lot of statistics to support the theory, and I have not done any research into these to verify them; I am taking them at face value, as published. For example:

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Want To Be In Sales?

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Sales Trophy

Ed. This seems to be Enio Klein’s week at The HUB. Two new articles and now we’re recycling an earlier one on some of the things you should consider before choosing sales as a career. It’s a great and rewarding career if you work at it, just like many others. Too many people fall into the career because they think they don’t have an option, and they don’t understand the things that make great salespeople that way.

There are many theories about the sales activity. One of them says that someone only becomes a salesperson due to lack of options. What many don’t realize is that thousands of people make fortunes selling and knew exactly what they wanted to do when they started in their career.

And there’s not much mystery for this success! As in every career, one must study hard and always be updated. Even if you believe very much in yourself, your skills and your intuition, managing and winning sales opportunities is also related to the constant use of methods and techniques. Don’t underestimate them. Use them as a strong ally to win sales.

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Want To Be In Sales?

Written by on . Posted in Career & Profession, General Sales Topics No Comments

There are many theories about the sales activity. One of them says that someone only becomes a salesperson due to lack of options. What many don’t realize is that thousands of people make fortunes selling and knew exactly what they wanted to do when they started in their career.

And there’s not much mystery for this success! As in every career, one must study hard and always be updated. Even if you believe very much in yourself, your skills and your intuition, managing and winning sales opportunities is also related to the constant use of methods and techniques. Don’t underestimate them. Use them as a strong ally to win sales.

Well constructed sales methods are based on successful sales experience. A sales method does not replace experience; instead, it helps the sales professional to use it at the right time. Only then will the use of selling skills will be effective and the time well spent. A good salesperson has experience. A great salesperson combines experience with technique. And that what sets it apart from competition.

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