COULD JORDAN BELFORT HAVE BEEN RIGHT?…AND OTHER UNCOMFORTABLE SALES MANAGEMENT REALITIES

“The telephone is dead. Long live phone-based selling!” In “The Wolf of Wall Street,” the protagonist runs a classic, boiler-room sales floor. Take away the questionable morals and illegal trades, and we’re left with a valid B2B sales management lesson: the power of managing to a proven standard of selling activity. The difference between 20th century “dialing for dollars” and today’s complex sales cadences, however, lies in new analytics-driven capabilities to capture, measure, and coach sales professionals with real-time, field-friendly, tools. The reality of many modern sales organizations is that, while cold-calling has clearly been subjugated by contemporary omni-channel marketing and selling technologies, these very same integrated communications strategies represent new and innovative ways to incorporate phone activities into successful business development results. Turning this knowledge into coachable moments and customer satisfaction will contribute mightily toward expanding the pipeline, growing the top line, and moderating the bottom line.