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 some valid B2B sales management lessons.
Only a quarter of companies use assessment tools to match sellers’ skills to the roles they are to occupy. Those who take such a data-driven approach make better hires.
“Pay-for-play” is an unacceptable practice in many areas of modern enterprise business activities. But, the need to motivate desired behaviors from B2B sales professionals means fully embracing the concept.
A refined sense of self-awareness or personal reflection is not traditionally associated with the kind of personas attracted to, and successful in, the B2B selling arena.
In the context of supporting Sales Effectiveness, the most successful sales teams indicate to Aberdeen that game mechanics measurably impact their ability to meet, and beat, sales quota at a higher rate than Industry Average or Laggard companies.
Termed “gamification” by a limited number of sales effectiveness solution providers, the formal deployment of technology solutions to support game mechanics is beginning to gain traction in the business-to-business (B2B) sales arena.
While it is still relatively easy to measure the performance of a B2B seller compared to other customer-facing job roles such as marketing or service, the means that create more successful ends have grown far more complex.