Great managers also make sure to showcase the other side of the equation as well. The most trusted source of information on the business of learning. Instead of solving everybody else’s problems, a sales manager should hold people accountable for solving their own problems. They share it with the entire team, peers and all. They hold reps accountable for resolving these problems. Once you get that answer, then we need to put dates to each step. Proactive sales can be a tough job… Legacy selling techniques like cold calling just don’t seem to work as well. If that’s the way a manager felt, most would do what the sales force in this company did — hand off their problems to their manager. Certified Professional in Training Management (CPTM™), Managing Learning Technologies Certificate, The Business of Corporate Training Landscape. Being proactive means acting in anticipation of future problems, needs, or changes.. Proactive Marketing is much more than just a mind set it is an analytical approach that allows marketing profs to be agile, real-time, data-driven, and adaptable to the ever-changing needs and wants of both current and future customers. Often seen as a more effective approach to selling, proactive selling is not waiting for customers to tell you want they need, but rather actively identifying your customers needs and wants and … He is also the author of two books on sales effectiveness, “Slow Down, Sell Faster” and “Getting Into Your Customer’s Head.”. There is much more we can discussion on this very important topic. Examples are TV and radio commercials, magazine and newspaper ads, and billboards. A reactive behavior is influenced by the environment and outside forces.. Our samples have been diverse, including bankers, professional salespeople, and MBA students. Sales managers are often asked, “Do you ever wonder what your salespeople are doing after they give you their problems?”. We all want to close deals as fast as possible, so we ask questions, listen to the answers, think we are building trust and some kind of positive relationship. The dates are vague, and the rep rarely seems to know what or when the next several steps in the pursuit will occur. Like everything else we are framing this required process, so it is good for the client or prospect: by having a timeline with dates you explain to the prospect you will make sure your calendar is clear, you will have the right resources at the right time for them and will be ready to give the best information you can, so they can make an informed decision. USPs no longer help you to differentiate as your competitors quickly copy what you’re offering. We cut it up, attack it, … I want to distinguish proactive selling from reactive selling and illustrate the techniques and benefits associated with proactive selling. For the most part when we are reviewing sales pursuits, we review the two or three steps that have occurred in the pursuit and then maybe know what the next step will be. Tread lightly here, some reps have a certain way of doing things and if it’s interpreted as micro-managing you might run into other issues. Online examples are pop-up ads and spam e-mail. Featuring dozens of enlightening examples ProActive Selling gives readers the tools to adapt their approach with the buyers in mind and maintain control at every stage of the sale. Another example of preventive medicine, a proactive step, is trying to control the outcome of your future health. Proactive people are always looking ahead at future activities, projects and events and anticipating needs, problems and possible outcomes. Within ones own role, for example, a person may find a more efficient way to complete one or more of their responsibilities. Simply put, they manage themselves more effectively. If … If they can’t or won’t do that, then they might just be “kicking tires”. Being proactive helps you on your journey to becoming a trusted advisor. Proactive means-creating or controlling a situation by causing something to happen rather than responding. However, the ability to be proactive provides a clear advantage in the workplace and most managers expect staff members to demonstrate a proactive mentality. Stay up to date on the latest articles, webinars and resources for learning and development. Proactive vs. Reactive Selling Published on January 4, ... Proactive means-creating or controlling a situation by causing something to happen rather than responding. The proactive employee would, for example… To start off the new year it is always a good exercise to assess what is working for you, what’s not working and consider making the required changes that will bring you closer to achieving your goals. Sales Playbooks are a great tool for passing on the expertise of your more experienced reps to new or struggling reps. The home page is the most important place for product recommendation so it’s a good place to start fine tuning your approach. This article was originally published by Luke Jones at HERO Movement: Proactive Vs Reactive “Reactive people are often affected by their physical environment. Starting with the home page, let’s look at some of the best examples of how top online stores use proactive product recommendation to increase their sales. True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year. You must also solve the problems that sales managers have that prevent them from being effective sales coaches. Smart Remote Onboarding That Mitigates Employee Turnover, Onboarding During a Pandemic? 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