Sales professionals 'need to step up'
July 01, 2009With buyers becoming increasingly tough-minded and savvy and even those who are open to offers being constrained by economic worries, one leading expert has revealed that the challenges facing even the best sales managers are getting harder by the day.
According to Dave Stein, the chief executive of ES Research Group, sales professionals therefore need to step up their efforts, while businesses should look at getting rid of ineffective performers and bringing in top sales managers in order to ensure that they don't fall behind their competitors.
Addressing a recent online seminar hosted by the Minnesota Life Insurance Company Group, Mr Stein revealed that getting online can boost a sales manager's ability to reach and even exceed targets.
"Embrace technology-enabled selling," he advised.
"Sales teams that aren't plugged into Sales 2.0 and using the social networking power of the web to grow their businesses will eat their competitors' dust."
Meanwhile, employers need to implement new approaches to training, with their sales teams offered personalised and industry-specific guidance to help them thrive in the current climate.
The Minnesota Life Insurance Group currently ranks among the highest-rated financial institutions in the US, according to the likes of Standard and Poor's and Fitch. 
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