Sales Trends for 2010
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Sales Trends for 2010
by: Drew Stevens
The New Year is only twenty days away and already the anxiety and excitement
is building. As many seek refuge from the negativity of the media, others look
ahead to new beginnings. We are moving toward a pre boom economy and selling
professionals and managers will need to be more efficient and more productive
next year. Here are some of the areas that will be affected:
- Lead Generation – The issue of lead generation has increased in the last
two years. Technology has helped gather leads but the conversion factor has not
increased. Selling professionals and marketing departments must collaborate for
better target market optimization. Simply, put leads must be converted and there
will be increased attention to close more business.
- Customer Service – As
reported many times in my columns 45% of every client interaction involves
customer service. My research illustrates that customer service has decreased in
many organizations. Since customer-to-customer influences have become vital to
success, it is increasingly important that selling professionals focus more on
their most vital asset- the client.
- Better Hiring – The days of placing butts
in seats to fill a void are gone. Sales managers must find talent that will
become immediately productive. The use of On Boarding programs and the discovery
of proper talent will be an imperative focus for sales managers. More pressure
will be placed on finding the right people in the right positions to help
- Preparation – The last five years have provided significant
tools and technology to sales professionals. From CRM systems to better search
methodology in Google, selling professionals are more prepared then ever. Or are
they? Customers have access to as much information as their sales professional.
It is vital that all sellers be prepared for EVERY client interaction. Reading
annual reports, watching the news and having a prepared list of value questions
will aid every call. Sales people must have more information then their client.
- Value – We are in a knowledge economy. Selling professionals must stop
providing information to clients and provide value. Selling professionals must
convert the information that have into knowledge that the client can immediately
use to be more competitive, innovative, etc.
- Process – 92% of selling
professionals (and this includes entrepreneurs) do not have a process to build
relationships and close business. 2010 will be the year of increased
productivity, it is necessary for sellers to gain the knowledge necessary to
build trust and close business more efficiently. Sales professionals must be
better prepared and better educated. The days of “anyone can sell” have ended.
- Training – Gone are the days of sitting in a classroom for 8
hours expecting a return on investment. Managers and business professionals
do not have the time and frankly event based training fails. Selling is a
process therefore sales training will alter to a more succinct process
oriented approach. Secondly, with the movement of selling as a profession,
companies will remove themselves from education and desire that individuals
take ownership of their profession.
Innovative concepts begin during times of dramatic change. 2010 will provide
interesting opportunities to the selling community not experienced since the
1980’s. The year will be challenging yet exciting, those ahead of the curve will
thrive. Innovation occurs at the beginning of the curve, competition at the end.
First mover advantage is always easier.
If you seek more efficiency in your career and want to discover the 12
Secrets to Sales Effectiveness I will send you a free report. Contact me today!
© 2009. Drew Stevens PhD. All Rights Reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales
skills. Dr. Drew is the author of the best seller Split Second Selling and the
soon to be released Ultimate Business Bible – 12 Strategies for Ultimate
Success. With over 25 years of sales experience and business leader, Dr. Drew
has extensive experience in assisting both entrepreneurs and selling
professionals to experience higher efficiency and effectiveness. He is created
the Sales Leadership Certificate one of only 14 programs in the United States
offering an accredited degree in the profession of selling and has a top ranked
podcast called Sales Fitness with Dr. Drew.
You can obtain dramatic growth with Drew's Fast Track Sales Toolkit. Visit
http://www.drewstevensconsulting.com/ free stuff to get hundreds of dollars
in FREE sales productivity advice
Published here on: 13-Dec-09
MSWord: Sales Trends for 2010.doc