What do you do if your sales techniques are outdated and hindering your performance?

Often, sales organizations treat the symptom, not the disease! When sales soften the reaction is- "Fix the salesperson"! Generally, skill and performance gaps can be readily identified. More obscure are the antecedent causes, the preexisting and pervasive corporate reasons for outdated and ineffective selling. Businesses should self-check: 1. To what degree is innovation part of our growth plan? 2. Does our core value proposition still render us competitive? 3. When our salespeople win, how do they win (price, product basket, lead time, value, exclusivity)? 4. Are we deploying a level of sales supporting technology adjacent to operations, finance, logistics? 5. Is our investment in sales aligned with revenue expectations?

- Be honest with yourself about what needs improvement. - Identify specific areas where you feel your methods are outdated or ineffective. - Stay updated on industry trends and innovations. - Seek feedback from mentors. - Be open to constructive criticism. - Prioritize building relationships with customers.

It's important to identify at which stage or stages of the sales process you are facing difficulties. Once you know that there are many ways you can adress the issue. Problems could be: -Consumer behaviour has changed - Newer selling tools/methods need to be adopted - Competition is providing greater value by using innovative approaches - Customer requirements have changed and - Customer expectations from the Sales professional have changed Once you have identified the key problems, you will need to hit the reset button and redesign your approach. I can't think of any shortcuts.

I always try to update myself. Try to learn even if I am shadowing with my junior. Learning is a never ending process and we should always seek training to keep ourself updated.

If your sales techniques are outdated, it's important to adapt and learn new strategies. Attending sales training programs or workshops to update your skills could be extremely helpful. It's all about staying current and finding what works best for you, and your target. It is always worthy to try new approaches!

My 2 most effective tools to get better. First of all, I would like to mention that you don't have to be too shy to learn from others. People are individuals and each individual has something to pass on to someone else. Therefore, Invest in yourself! A good coach or mentor can move you light years ahead. But also take the time to research them well! Choose wisely. Your sales colleagues in the team. Exchange ideas and treat each other to success. A 15-minute power talk before the start about what went well the day before and what didn't can double your sales over the days.

There are a ton of great books and exercises out there to hone and improve your skills. I wrote one of them! Sales Meets Marketing is available on Amazon and is full of practical exercises to improve results immediately.

Leveraging tools like Copilot for Sales and LinkedIn Sales Navigator can give you a huge step forward. Also, automating much of your sales ops process with tools like Power Automate can help speed up your deal cycles.

Tools aren't everything, but they're invaluable when used right: 1. CRM Software: Salesforce, Zoho CRM. 2. Sales Enablement Platforms: Seismic, Highspot, Showpad. 3. Email Tracking/Automation: Outreach, SalesLoft, Yesware. 4. Sales Intelligence Tools: ZoomInfo, InsideView, LinkedIn Sales Navigator. 5. Proposal/Contract Management: PandaDoc, DocuSign, Proposify. 6. Sales Analytics/Reporting: Tableau, InsightSquared, SalesForce Analytics. 7. Social Selling Tools: Hootsuite, Buffer, LinkedIn Sales Insights. 8. Virtual Meeting Platforms: Zoom, Microsoft Teams, Google Meet. 9. Sales Training/LMS: Brainshark, Lessonly, SalesHood. 10. AI-Powered Sales Assistants: Conversica, Drift, Chorus.ai.

Tools can be crucial for aligning your sales approach with modern practices. Explore new technologies, software, and platforms designed to streamline processes, enhance productivity, and improve customer engagement. By leveraging innovative tools, you can stay ahead of the curve and optimize your sales efforts for greater efficiency and effectiveness.

Go outside the box. Read a few fresh books or listen to so podcasts but ALSO: 1. Have drinks with a few younger associates and friends from another company. 2. Learn from them, listen, and implement some of their techniques in your daily routine. 3. Regularly check up on the new tactics, if they work, how they work, and how are clients responding... 4. Perfect those techniques to match your style - REMEMBER - you need to stay yourself (unique and authentic)

When choosing which tools to update, it’s crucial to be actively involved with changing market trends and new developments. Also, be aware of what your competition is using. Combine these elements to then pick the most suitable tools for your team based on factors such as objectives, budget, headcount and implementation deadline.

Your newly gained techniques need to be perfected - it is unlikely they will work the first time you try them out. As mentioned before, the key in sales is to be natural, and authentic - So it is crucial that you merge those new techniques with who you are. ?? You need to find approaches and tricks that you enjoy and can relate to!

If my sales techniques are outdated and hindering my performance, I would prioritize updating my skills by seeking out new training programs, reading industry publications, and attending workshops or seminars. I would also seek feedback from colleagues or mentors to identify areas for improvement and adapt my approach accordingly. Additionally, I would explore innovative sales strategies and technology tools to enhance my effectiveness in reaching and engaging with customers.

Everyone has heard that "Practice makes perfect". Which may ring true, but not as true as, "PERFECT practice makes perfect". Experts in every field continue to practice because they understand that nothing is perfect and finding that one tweak to improve helps. Study your approach, tweak where needed, get comfortable with what is new, and practice.

Have you ever tried to record yourself? Even if you have given a particular pitch 1,000 times, it is sometimes awkward to watch the recording. But "suffering" through these moments can lead to tremendous breakthroughs in how you come across. Give it a try with Loom, or even with your computers built in recorder! You're bound to get better each time you do this.

- Building connections with other salespeople goes beyond simply exchanging business cards; it involves accessing a vast pool of knowledge and experience. - By connecting with fellow sales professionals, you can acquire innovative sales strategies from their achievements and learn from their errors. - Additionally, this network provides an opportunity to explore novel approaches to challenges and stay informed about the latest trends in the industry, making it a valuable support system to enhance your sales performance.

One key practice I've found valuable is establishing a personal "board of directors" through mentorship. Here's how it works: 1. Forward-looking Mentor: Find someone no more than five years ahead of your desired position. Their experience can offer valuable insights to streamline your journey. 2. Peer Collaborator: Maintain a relationship with a peer for idea exchange and feedback. 3. Aspiring Protege: Mentor someone aiming for your current position within five years. This dynamic offers mutual learning. With this diverse support network, you gain valuable perspectives to navigate your career effectively.

Your presence matter alot . Increase your presence online viw social media and other professional platforms to reach out correct audience with minimum effort .

O networking é uma ferramenta poderosa para estabelecer conex?es significativas e abrir portas para oportunidades de negócios bem-sucedidas. Em um mundo cada vez mais interconectado, cultivar relacionamentos profissionais é essencial para expandir sua rede de contatos e criar um ecossistema de apoio que possa impulsionar o crescimento de sua carreira ou negócio. Ao construir e manter uma rede sólida, você tem acesso a recursos valiosos, conhecimento especializado e potenciais colaboradores ou clientes. O networking n?o se trata apenas de buscar benefícios próprios, mas também de oferecer valor aos outros, compartilhando insights, experiências e oportunidades que possam ser mutuamente benéficas.

Every time I hear the word Network, I remember one line, " Network is the real Networth". Whether you are networking with your sales peer, your clients & influencers, Networking will offer you industry related knowledge from sales peer, Lead related hints from clients & market trends from relevant influencers. Even we can share our point of view to our network during crucial time like COVID, wars etc to benefit our society. You may get a referral business or job offer reference from social networking!!

Sales techniques can only become outdated if we lose connection with our customers and how they want to engage with us. This happens when we lock into our view of the world and lose sight of what is important to them. The only constant in sales is change. Markets, companies, customer personnel, decision-making, and buying patterns constantly change. Spencer Johnson's book "Who Moved My Cheese" is more relevant today than ever. Today, it is not about discovering that our cheese has been moved but knowing it is always moving. Holding our current techniques loosely while embracing a culture of flexibility will ensure we are always where we need to be to find success.

It's essential to embrace adaptability and be open to trying new approaches and techniques. 1. Find a sales methodology that allows you to be authentic while driving meaningful engagement. 2.Look for methods that provide you with the necessary framework and detail for effective conversations but also empower you to tailor your approach to suit your style and the needs of your clients. 3. Remember, sales is about building relationships and understanding your customers' needs. After asking a question, focus intently on their response rather than moving on to the next item on your checklist. This demonstrates genuine interest and fosters deeper connections, ultimately leading to more fruitful conversations and successful outcomes.

Experience is essential, yes. And, it will be more impactful if the know how on latest trends were added. Nowadays, online marketing and sales approaches are vital. If those with 30 years of experience will remain in traditional ways of doing sales - younger generations will have an advantage. However, a profound understanding of sales management will only be delivered by an experienced Sales professional. These contribution must always be valued and secured. A combination of experience and profound knowledge in the latest trends will make a seasoned sales professional more influential and credible. A better to best understanding of their craft learned through all the years.

Actually I disagree that sales is a technique. It's like suggesting what scheme should I apply to sell. Techniques will always be outdated, short-term..

The answer is in the room. Go find the best minds in your market and collaborate. Peer to peer is gold and that is your answer.

Sales skills, at their core, are deeply rooted in interpersonal connections. The ability to understand and empathize with customers, communicate persuasively, and build trust transcends technological advancements and market fluctuations. While sales tactics may evolve with changing trends and technologies, the fundamental principles of human interaction remain timeless. Developing strong people skills enables sales professionals to adapt to various situations, connect with diverse audiences, and navigate complex negotiations effectively. Whether in-person or through digital channels, the art of sales relies on the human touch, making it a skill set that withstands the test of time and remains invaluable in any business landscape.

There is nothing magic required- Ask questions, be genuinely interested in what people do and see if you can make a difference. No one wants to sit through dozens of powerpoint slides or lengthy pitch decks. Customers have unlimited choice for almost any solution and 99% of the time it comes down to people buying from people. If your sales techniques are outdated, then unfortunately its you...

I think in today's dynamic environment the behaviour of customers has changed. Pre COVID and post COVID is an example which gives clarity on behaviour change. Old methods won't work any more. Relevance is one of the key aspects which an organization needs to understand. ASK upskills are basic hygiene in today's talent work force and global competitive ecosystem. I learned in my Eureka Forbes about Functional need and aspirational needs of customers. I would like to thank Eureka Forbes for giving me the best L&D environment , especially Direct Sales! One of the best organisations in upskilling Sales Techniques.