Your sales manager has heard a lot about "changing #B2B Sales" this year.
Your sales manager knows most sales orgs can't change. Because it's too hard.
Imagine building an org designed to "disregard" customer wants/needs. You'd probably build something like this:
- comp plan where personal income trumps org revenue
- management strategy based entirely on "metric" attainment
- outbound marketing with little or no insight about potential customers & their wants/needs.
- interruptive lead generation using techniques literally despised by the majority of the Total Addressable Market
- culture where (YoY) 33% of employee turnover & 14% customer churn is "acceptable"
We stand in team meetings & verbally commit to "change" & talk about "buyer's journey" & "customer success."
And then we ask sales managers "how deep are we discounting to move units this month?"
Or demand "everyone that doesn't have 5x of their quota in their pipeline by end of Q1 is fired"
Why is change SO HARD for sales orgs? /#2 Secret tomorrow!