When you compare the way business plays the sales game to the way businesses sell their products, you discover some interesting dichotomies. Understanding these dichotomies will help you find the right sales coaching for IT companies.
Demand the Best
First and foremost, business does not always demand the best from its greatest asset: sales professionals. Because business doesn’t hold individual sales professionals accountable for their failures to perform, when you evaluate the win/loss record of the typical sales team in any company, large, medium, or small, you find it consistently loses many more sales than it wins . . . usually at a rate of about ten to one. If you applied this win/loss record to the sales staff at other companies, the sales rate doesn’t hold up and isn’t up to snuff. Practice makes perfect and you need a good sales coach to practice.
Find the Right Coach
It is well known that sales managers typically stay out of the action on the so-called “sales playing field” because they’re too busy sitting behind their desks managing the administrative affairs of the sales department. How can the average sales manager get in the sales game when he or she is too busy working on projections, profit and loss statements, personnel problems, factory politics, and company politics? They should look to the right sales coaching for IT companies to put them over the top.
Play Smarter
If good sales teams played the same way most sales organizations play the sales game, They would run failed play after failed sales pitch, client after client after client, with no input from coaches. If good sales teams operated the same way most sales organizations operate, they would fail a lot and not have a lot of success as they sit at their desks in offices far away from action in the sales rooms and the clients. Smart companies recognize and adapt so that is not them. Make sure to find the right sales coaches.
