{"id":48000,"date":"2022-01-07T09:36:39","date_gmt":"2022-01-07T08:36:39","guid":{"rendered":"https:\/\/aton.com\/perche-solo-il-30-dei-venditori-raggiunge-gli-obiettivi-assegnati\/"},"modified":"2023-06-14T16:05:22","modified_gmt":"2023-06-14T14:05:22","slug":"perche-solo-il-30-dei-venditori-raggiunge-gli-obiettivi-assegnati","status":"publish","type":"post","link":"https:\/\/aton.com\/en\/perche-solo-il-30-dei-venditori-raggiunge-gli-obiettivi-assegnati\/","title":{"rendered":"Sales: the key to success"},"content":{"rendered":"

Why do only 30% of salespeople reach their assigned targets?<\/strong><\/h2>\n

Is it a market problem?<\/p>\n

In Italy this could be a good alibi, especially at this time. Sometimes it can be an issue of quality or competence of the staff, others because of the condition in which they work.<\/p>\n

In our business we continually meet companies that ask us to support them in digitising their sales processes. It happens that our interlocutor is more focused on the tool or the functionality he would like than on the process: ‘he sees the tree and not the forest around it’.<\/p>\n

Selling: what does it really mean?<\/strong><\/h2>\n
The sale is a process<\/strong><\/span><\/h5>\n

It may sound trivial, but in order to digitise a sales process<\/strong>, there needs to be a process, which is clear<\/strong> and shared within the organisation<\/strong>: this is not always the case and during the analysis or coaching phase of sales networks, the need to review and formalise existing and ongoing processes may emerge.<\/p>\n

The sale is a relationship<\/strong><\/span><\/h5>\n

Sales is a process involving relationships among people<\/strong> (sales network, salesperson and customer) even when mediated or supported by digital tools. It is crucial that information ‘flows’ as much as possible: feedback<\/strong> gathered from customers and field sales data must reach those who can influence organisational or strategic adjustments in the sales network. This is where digital tools<\/strong>, if used, enable a quantum leap: it is necessary to be clear about what key information needs to be shared within the organisation and to do so as smoothly as possible.<\/p>\n

Sale is implemented strategy<\/strong><\/span><\/h5>\n

The process has to be seen as a whole<\/strong> and it is the driver who has to worry about where to go, how to go there and how to choose the right tools and resources. Waiting for sales to come in and working with an ‘ex-post’ approach is like driving with a blindfold on and someone telling us where to go.<\/p>\n