Salesforce picks up the Slack, officially
Salesforce picks up the Slack, officially
Eight months ago, Salesforce professed its intentions to bring Slack into its corporate family. On Wednesday, Salesforce announced that regulators have approved the deal, finding no reason why these tech heavyweights shouldn’t be joined together. Remote working has made team collaboration hotter than ever, and this acquisition puts Salesforce in a stronger position to compete with Microsoft for the hearts and minds of the collaborative workplace. VentureBeat takes a look at what Salesforce’s completed acquisition of Slack means for the market, and whether $27.7 billion still seems like a good deal several months later.
It’s a matter of time
There’s an oft-quoted statistic that sellers only spend 34% of their time selling. It is a shocking statistic to be sure, but it could actually be aspirational for some sales organizations. Gartner analyst Dave Egloff regularly works with sales leaders to help them determine how much time their sellers are spending on sales-generating activities, and the answer isn’t always pretty. How not pretty? One client responded this way, “Wait – they are only spending 18% of their time selling… what are they doing all day?!?” It’s a fair question. Dave believes there are three main problems that prevent sales people from spending more time selling. If you haven’t yet wondered how to help your reps close more deals, it’s only a matter of time.
Perfecting your Ps
Peter Piper pitched a pair of priority programs. Unfortunately, the buyer was turned off by his lack of proficiency in the four Ps: Promptness, Persistence, Personalization, and Performance. The digitization of the sale process has made these four elements more important than ever, but not all teams are making the grade. Well, they’re making a grade, but it’s not always a good one. eConsultancy recently reported on Conversica’s Sales Effectiveness Benchmark report and revealed that only 35% of companies received an “A” for promptness. According to my grandpa, “persistence pays,” but that advice apparently didn’t make it to the 65% of companies who made two or fewer attempts to reach buyers. Find out more alliteration-powered stats at eConsultancy.com.
IN THE GROOVE
Sales has an image problem
Astronaut, firefighter, salesperson. When it comes to childhood aspirations, one of these is not like the other. The fact is that few people initially set out to pursue a career in sales. Maybe it’s associations with used car salesmen or personal experiences with high-pressure sales tactics, but sales is often a career that people migrate to from other careers. Sales has an image problem, which is unfortunate for sales leaders trying to fill the 700,000 open positions in the US alone. The fact is that sales is naturally evolving into more relationship-based solution selling as Millennials and GenZers enter the workforce. At Groove, we celebrate this shift and are proud of our recent industry award for Ethics in Sales. If you’re curious, empathetic, and driven, check out our open sales positions. It’s time to expose sales for what it is: a fulfilling and rewarding career.
LEARN SOMETHING NEW
Transformation is hard
Despite all the assertions from dubious weight-loss products and get-rich-quick schemes, transformation is often very hard. However, if you’re committed to change, one of the worst things you can do is to short-change the amount of effort it will take. This is good advice to take if you’re looking to transition your sales team to value-based selling. Getting your reps to move from transactional to consultative selling doesn’t happen overnight, and it may not happen at all if you set the wrong expectations. In his latest Forbes article, sales consultant Scott Edinger outlines three keys for building a high-performance solution sales organization. And don’t worry. Scott’s approach is more “Warren Buffet” than “Bernie Madoff.”
27 habits of highly productive reps
Millions of books have been sold about a scant seven habits of highly effective people. What if we told you that highly productive salespeople relied on nearly four times as many habits? We know that salespeople are naturally competitive, but the 27 productivity habits outlined by sales consultancy The Rain Group is much more than one-upmanship. The Rain Group analyzed the work habits of more than 2,500 reps and discovered 12 key drivers of high productivity. Next, they aligned more than two dozen habits to those behaviors. If you don’t have the time to read through these recommendations, you might just benefit from them the most.
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