FC Member Blog

Sales Trends for 2010

BY Drew Stevens | 12-11-2009 | 12:00 PM

This blog is written by a member of our blogging community and expresses that member's views alone.

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The New Year is only twenty days away and already the
anxiety and excitement is building. As many seek refuge from the negativity of
the media, others look ahead to new beginnings. We are moving toward a pre boom
economy and selling professionals and managers will need to be more efficient
and more productive next year. Here are some of the areas that will be
affected:

1. Lead
Generation – The issue of lead generation has increased in the last two years.
Technology has helped gather leads but the conversion factor has not increased.
Selling professionals and marketing departments must collaborate for better
target market optimization. Simply, put leads must be converted and there will
be increased attention to close more business.

2. Customer
Service – As reported many times in my columns 45% of every client interaction
involves customer service. My research illustrates that customer service has
decreased in many organizations. Since customer-to-customer influences have
become vital to success, it is increasingly important that selling
professionals focus more on their most vital asset- the client.

3. Better
Hiring – The days of placing butts in seats to fill a void are gone. Sales
managers must find talent that will become immediately productive. The use of
On Boarding programs and the discovery of proper talent will be an imperative
focus for sales managers. More pressure will be placed on finding the right
people in the right positions to help increase margins.

4. Preparation
– The last five years have provided significant tools and technology to sales
professionals. From CRM systems to better search methodology in Google, selling
professionals are more prepared then ever. Or are they? Customers have access
to as much information as their sales professional. It is vital that all
sellers be prepared for EVERY client interaction. Reading annual reports,
watching the news and having a prepared list of value questions will aid every
call. Sales people must have more information then their client.

5. Value
– We are in a knowledge economy. Selling professionals must stop providing
information to clients and provide value. Selling professionals must convert
the information that have into knowledge that the client can immediately use to
be more competitive, innovative, etc.

6. Process
– 92% of selling professionals (and this includes entrepreneurs) do not have a
process to build relationships and close business. 2010 will be the year of
increased productivity, it is necessary for sellers to gain the knowledge necessary
to build trust and close business more efficiently. Sales professionals must be
better prepared and better educated. The days of “anyone can sell” have ended.

7. Training
– Gone are the days of sitting in a classroom for 8 hours expecting a return on
investment. Managers and business professionals do not have the time and
frankly event based training fails. Selling is a process therefore sales
training will alter to a more succinct process oriented approach. Secondly,
with the movement of selling as a profession, companies will remove themselves
from education and desire that individuals take ownership of their profession.

Innovative concepts begin during times of dramatic change.
2010 will provide interesting opportunities to the selling community not
experienced since the 1980’s. The year will be challenging yet exciting, those
ahead of the curve will thrive. Innovation occurs at the beginning of the
curve, competition at the end. First mover advantage is always easier.

If you seek more efficiency in your career and want to
discover the 12 Secrets to Sales Effectiveness I will send you a free report. Contact
me today!

Drew Stevens PhD is one of the worlds leading experts in
sales and sales skills. Dr. Drew is the author of the best seller Split Second
Selling and the soon to be released Ultimate Business Bible – 12 Strategies
for Ultimate Success. With over 25 years of sales experience and business
leader, Dr. Drew has extensive experience in assisting both entrepreneurs and
selling professionals to experience higher efficiency and effectiveness. He is created the Sales Leadership Certificate one of
only 14 programs in the United States offering an accredited degree in the
profession of selling and has a top ranked podcast called Sales
Fitness with Dr. Drew.