This video is the second of a two-part series defining World Class Sales Best Practices. Part 1 provides more detail of how the Top 12 Best Practices were identified. There were six new behaviors identified for 2021 (during Covid), each of which is discussed in this video. The full report is also available for free.
As we started the analysis of our third annual AI-for-Sales study, the observation by Bill Gates on the previous page came to mind. When we conducted the initial study in
900+ firms responded to this most recent survey; only 54 (5.8%) qualified as World Class. This video describes the basis for defining World Class and overviews one-half of the Top 12 behaviors. These six behaviors were repeats from 2019 (pre-Covid), showing that some things remain constant, even as the world was turned upside down with the pandemic, lockdowns, supply chain issues and more.
“Relationship Selling” is a term that has been bandied about for decades and means, as is so often the case with sales terms, different things to different people. It also has meant different things at different periods. Many things about this have remained the same while others have been—and are—changing.
Over the years, I have been a huge proponent and practitioner of relationship selling. Win/Win is the cornerstone of this approach and recognizing you/your company are not for everyone is the cornerstone of Win/Win. This was true 50 years ago and remains true today.
The World-Class Sales Practices Study is conducted every other year, and it was interesting to see what will define World-Class in 2021. Of the dozen top practices that most closely
The great parts of this exercise are that it is quick, easy, and provides genuine insight for you to become more intentional and self-directed. You may want to record your “wheels” monthly, quarterly, or at some other cadence; still, the record you build will help inform the goals and initiatives you next undertake.
