By Sara Wakefield, VP of Global Sales & Service
Jason Koshy, VP of Global Sales, and I had the opportunity to meet with Fred Diamond, host of the Sales Game Changer podcast, to discuss how to lead a sales team that considers industry-specific needs of a customer. Infinite Electronics serves a wide array of markets, from aerospace to telecommunications. It’s essential for our sales teams to have key market insights before having a conversation with a potential or existing customer. Here are a few key takeaways from our conversation with Fred.
Understanding the Market Landscape
Most B2B companies are looking for efficient ways to structure their sales teams that allow employees to be consistently available for their customers. When your employees understand a customer’s specific industry and market needs, it’s easier for the sales team to suggest efficient solutions. Encouraging your team to understand their customer’s market and perspective is key to consistently generating revenue. Some organizations are dealing with excessive inventory, while others are implementing massive cutbacks. A good sales team identifies these trends and adjusts their customer interactions accordingly.
Leading with Empathy
After an analysis of episode transcripts from the podcast, Fred found that empathy was the number one word mentioned (besides sales, of course). Leading with empathy and transparency positively affects employee retention, which translates to sales growth, improved productivity, work quality and employee morale. Recently, employees have been required to pivot and adjust more than ever, between the pandemic and ever-changing market conditions. By leading with empathy and transparency, I am demonstrating trust in my team, understanding that sometimes life situations may take precedence over work and allowing them the flexibility to work when and where works best for them.
Focusing on Data-Driven Decisions
At Infinite Electronics, we are constantly making decisions based on the data collected from our customers and employees. By allowing the metrics to determine workflows and priorities, we can ensure the company is consistently operating with high efficiency. These data points can also help us make market predictions for customers, giving our team the insight to offer helpful solutions to customers before they ask for them. Data is key when faced with a sales decision, and using analytics as support for your decision gives a higher likelihood of the correct choice being made.
Jason and I sincerely enjoyed our time talking with Fred and we hope the conversation allowed you to gleam so helpful tidbits to assist with sales management. Listen to the podcast here.
