Early Adopters of Sales 2.0: Top Performers

March 30th, 2010 by

By Pat Hinds
When I started my sales career working in business sales with my father one of my co-workers was my brother-in-law. He had been working with my dad for several years and was the top sales performer. As I was learning to sell I was your typical sales 1.0 rep; I would make a few calls, get some appointments and run out with my brochures to meet with prospects. My brother-in-law was an innovator in sales 2.0; he spent all day on the phone, used the fax machine and sent information out using the mail system and rarely left the office to meet with customers. He consistently outperformed me in total sales and gross margin and I could never understand why – especially when I worked harder and had more face-to-face calls.

A few years later I was working with a large printing manufacturer and I was attending the national sales kick-off in Chicago. One of the best practices the company would leverage at the meeting was to have a top performer give a 20-minute overview on how they achieved their sales results. In this particular year a female sales rep was providing an overview of how she prioritized the companies within her sales territory and measured her activity level with these customers. At the end of the seminar I asked the question, “how many sales calls a day do you make?” Her reply shocked me: she indicated she would average seven face-to-face calls a day; as a rep who would make 3 calls a day I thought that would be impossible. During the coffee break I did a poll asking my fellow reps what they thought of her answer of seven calls a day; the majority of the people did not believe she could do that many calls, but they all acknowledged she was number one in sales.

My brother-in-law and this top rep are examples of early adopters of sales 2.0; they figured out processes to increase sales by profiling customers and leveraging technology to allow them to make more sales calls than any other sales rep. Companies now have the ability to implement processes and technology that can be used by the entire sales force to emulate the successes of these early sales 2.0 adopters.

Listed below are some example of technology that can help with customer profiling and telesales:

Customer Profiling

Hoovers – delivers comprehensive insight and analysis about the companies, industries and people that drive the economy, along with the powerful tools to find and connect to the right people to get business done.

Jigsaw– Jigsaw is the world’s largest database of up-to-date, downloadable, and complete contact and company information. With a directory of more than 21 million business contacts and over 25,000 contacts added and edited daily.

Telesales

Webex – It combines real-time desktop sharing with phone conferencing so everyone sees the same thing while you talk.

SlideShare – Upload and share your PowerPoint & Keynote presentations, Word & PDFdocuments on SlideShare. Add audio to make a webinar.

http://www.hoovers.com/
http://www.jigsaw.com/
http://www.slideshare.net/
http://www.webex.com/

Topics: Business Intelligence