Sales trends 2.0

By Bob Urichuck CSP

Selling Power founder and CEO Gerhard Gschwandtner delivered a conference keynote —The Sales 2.0 Trends That Are Changing Your Business.

Curious?

Here they are:

  1. global digital transformation;
  2. smartphone management (monitoring, measuring);
  3. data is the new oil;
  4. neuro-economics;
  5. efficiency drains everywhere;
  6. complexity (more products, more channels, more global expansion, more new people, more legal issues, more rules so a need for defined processes to manage the chaos);
  7. learning 2.0 (online learning, faster & 24/7 global access, mobile & social enabled.

Some stats I noted throughout the day:

• 87% of sales training vanishes after 90 days—in order to gain 85% retention, it has to be repetitive. • Sales forecasts have a 45.7% win rate; crap tables are a 49.3% win rate • 71% of why salespeople don’t make quota is due to their inability to communicate value.