Increase Sales by Motivating Your Sales Team
In the spring, we'd always find some reason to protest and riot. None of us knew the mission, but we would be swept up with the crowd, and their enthusiasm. Prying up those chunks of concrete and asphalt to throw or build blockades was really a pain-it dampened our enthusiasm, we'd give up and drink beer. For people graduating from college, 50% of them go into a first job as salespeople. There are only a little more than 3 dozen colleges in the country (out of over 4000) that have a formal sales program in their curriculum's.
It's important that our university's and colleges offer courses on sales as part of their business school curriculum. I think back to my own MBA. We had lots of finance, accounting, marketing, OD, OR, and strategy courses. But there wasn't a single course on sales-and the marketing courses barely even touched on sales. It's important that colleges and universities start providing some education about the function.
How does the sales function fit into the organization, what does the function contribute to the organization, what are the critical processes, programs, capabilities high performing sales organizations put in place? What are the different forms of selling (direct, indirect, eCommerce, telesales, etc.)? What is the relationship between sales and buyers? How do sales contribute to the customer's buying process? The list can go on.
In my opinion, it's less important that colleges and universities try to teach a person how to sell-frankly I think company-sponsored sales training or some of the leading sales training companies can do a much better job of that. But getting a strong foundation about the role of the sales function within an organization will accelerate the ability of new salespeople to perform, and will contribute to improving the overall professional practice of selling.
It's important that our university's and colleges offer courses on sales as part of their business school curriculum. I think back to my own MBA. We had lots of finance, accounting, marketing, OD, OR, and strategy courses. But there wasn't a single course on sales-and the marketing courses barely even touched on sales. It's important that colleges and universities start providing some education about the function.
How does the sales function fit into the organization, what does the function contribute to the organization, what are the critical processes, programs, capabilities high performing sales organizations put in place? What are the different forms of selling (direct, indirect, eCommerce, telesales, etc.)? What is the relationship between sales and buyers? How do sales contribute to the customer's buying process? The list can go on.
In my opinion, it's less important that colleges and universities try to teach a person how to sell-frankly I think company-sponsored sales training or some of the leading sales training companies can do a much better job of that. But getting a strong foundation about the role of the sales function within an organization will accelerate the ability of new salespeople to perform, and will contribute to improving the overall professional practice of selling.
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