All of these data metrics help to understand your sales funnel and overall impacts upon revenue. Data is powerful when you can analyse as a basis to strategise on which areas and verticals to best focus attention upon

You need to be more driven Consistency is the key Focus only on goal No matter what people perceive of you in your organisation give them answer with your work Stay away from negativity Product training is a must everyday revision is necessary

A key indicator of the need for sales innovation is found in our current sales performance metrics. Regularly reviewing metrics such as sales volume, revenue, customer retention, and conversion rates helps in pinpointing areas needing improvement. Noticing stagnation or decline in these areas signals a potential need for innovative changes in our sales approach.

Making individual SWOT analyses for your organization and each one of your competitors separately helps you a lot in this. Remember that SWOT stands for: - Strengths - Weaknesses - Opportunities - Threats All of these are to be listed in four quadrants and to be taken into consideration when you are making your strategies.

Innovation is the key to staying ahead in today's dynamic business landscape. Continual evolution is vital for sustained growth and competitiveness. Emphasiing customer retention through personal engagement and feedback aligns perfectly with the importance of building lasting relationships. In the ever-changing market, staying connected with clients ensures not just loyalty but also valuable insights for future strategies.

Consider the following when analyzing your customers and competitors: 1. What are the key drivers of your customers' buying decisions today? 2. What do you anticipate will be the key drivers in the future? 3. What role is technology playing in changing the marketplace? 4. How are your customers' customers changing? 5. Are the chief limitations for revenue growth changing? Challenge the assumptions. 6. Is there any public policy changed in your industry? 7. Ask your customers why they buy from you? 8. If you were your competitor, what would you do to defeat you? 9. What does your sales team does better than any other competitor? 10. Are you catching up with your competitors, or are you ahead of them?

Today businesses and individuals have access to a far better technology that can help one use data in ways that would have been looked upon as something unviable. Data is your biggest asset today and technology is the biggest tool. Combination of these two can be the X factor to approach a market segment with right and disruptive solutions and approach that would inherently and definitely get you approval of your customer. When you provide solutions that are based of right mix of tech and facts, then you are attacking the pain points of the customer and not just his whims. The most advanced use of technology in my opinion is being able to use it to convert your prospect's whims to wants!

My old boss used to say: “We shall throw ten stones and if we hit one or two targets, that is just perfect.” It is better than trying to hit only one target with all of your strength. Then in case you miss your sole target, it becomes a “die or live” situation. However, if you try different approaches, tests & analyses, and probe for new ideas then the chance of your success increases automatically with the aftermath analysis you make after each one of them.

Before rolling out major changes, testing and validating new sales approaches is essential. Implementing small-scale experiments or pilot projects helps in assessing the effectiveness of innovative ideas. Using methods like feedback loops and tracking key performance indicators during these tests informs whether these innovations resonate with customers and contribute positively to our sales objectives.

We organize team training for new sales innovations and implementation especially with role play and we have sharing sessions to learn from each others and embrace the endeavors, making new sales innovations becoming a norm.

As sales leaders, should we discourage certain types of innovations? Let's be careful in this area. Innovative ideas emerge any time during the exploratory effort, but there are times when you should discourage innovation. When your team moves into the implementation phase of the project, like implementing a new CRM, maximize efficiency, productivity, and results. An innovation is such only if there are sales results attached to it.

La mejora continua precisa de 3 pasos: planear, realizar y evaluar. Esto en el área comercial es muy importante, sin embargo no se DEBE hacer a costa de un cliente, la evaluación del cliente por nuestro servicio y/o producto se debe hacer lo más completa y sencilla posible de forma que arroje un área de oportunidad de mejora e implementar acciones para cubrirla. Ser honesto al realizar la evaluación es vital y si hay áreas de oportunidad reconocerlas y aceptarlas, eso muchas veces por ego lleva a las mejores empresas al cierre.

When the tide of the category is moving elsewhere: If you are in the category leader and the share is being pulled by new bold entrants. It's particularly obvious. And if you are the bold brand looking to test waters. The magic ball is consumer immersions. When your target audience is just with the category leader out of habit or "inheritance"; it's time you understand their need with the product and solve problems that don't exist today.

Sales innovation should be a key part of your sales strategy. Don’t wait for an event triggering it. (Usually lagging sales, retention or hiring issues) Instead, constantly look at ways to sell better, more and faster at greater profit. There is always a sustainable way to make your boat go faster. Measurement of each element of your sales strategy is key. Without that, innovation is difficult if not impossible.