From the course: Empathy for Sales Professionals
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Distributing team responsibility
From the course: Empathy for Sales Professionals
Distributing team responsibility
- Technology advances have greatly increased the amount of data available, not only about prospects and customers, but also about the effectiveness of the product or service your team is selling. Sweeping, generalized outcomes, where targets were broad and results vague and delayed, are no longer adequate. Let's acknowledge that for sales professionals, accountability has increased with the digitization of business, now that specific data is collectible for quick turnaround to test, share outcomes, update targets, and refine parameters. These additional steps are anticipated by customers now to complete the sales cycle and to justify future sales. For new information requirements, clarify and assign team members' responsibilities empathetically, to ensure each person fully understands precise expectations from prospects, clients, and management during the sales process. As new obligations and tasks are allocated, give…
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