Notes from the Dive in Sales 2015 conference


    September is a time of increased business activity, it is especially clearly felt after a period of vacation. So last week I spoke at the Dive In Sales business conference in Skolkovo. The conference is devoted to all kinds of issues in the field of sales - strategy, tactics, tools. The audience of the conference was quite diverse - there was a small, medium and large business. Perhaps that’s why it turned out that even though I have more than a decade of sales experience behind me, I learned something and got some interesting ideas. Here is some of them.

    At the beginning there was an interesting story from a well-known sales management expert Vadim Dozortsevabout forecasts and trends in sales in 2016. Trends are that the time cycle of sales is increasing, the volume of an individual transaction is decreasing, and there is an active redistribution of the market. Since we are engaged in the organizational implementation of social portals in our work, I am always interested in ways of involving people in working with new tools. So, in terms of implementing a sales management system, there are three main methods:

    1. To impose a CRM system on real business processes;

    2. Train sales managers in a new tool;

    3. And only then clearly and consistently make them work there. Yes, affectionate persuasions do not really work among sellers.

    After several sales cycles conducted in the CRM system, managers themselves begin to understand personal benefits, as they see improvement in their results. About social portals, I can say that in the first two points we coincide with the experience of colleagues, and in the third we have to use more creative tools.

    By the way, even during his report, Vadim gave examples of companies that almost doubled last year, and companies that grow at 30% per month. And this literally led to a full house at the speech of our colleague Leonid Shugurov, who spoke about the integrated approach to managing a partner business system - Channel Ecosystem Management. As part of this approach, Diversity Management, Loyalty Management, Rhythm Management and Change Management are implemented in the partner ecosystem. In more detail we will talk about this decision another time. I can only say that the affiliate portal is an integral tool for building effective communications and training. And this is the fastest way to develop or adapt an affiliate channel.

    And I want to note one more performance. These are several stories by Vadim Shiryaev about how Russian manufacturers create new successful strategies and conquer the market. And at the heart of these stories is the co-creation approach, that is, the process when manufacturers come together with partners and customers to create something completely new. And it inspired me with one thought:

    From the fact that you will help a person now, you will not get momentary benefits. But in the long run - this is the only right way to build relationships with people around us. As a simple person, I want people not to become isolated in their own world, to help each other and, as a result, they all receive more than they give. Because this is the essence of communities - community members get more benefits than the sum of their personal contributions. Yes, a corporate social network is not the only way to build open communications and a productive community, but this is not the main thing. Just think about the energy of your employees, partners and customers that you can use to benefit yourself and them. I saw how it works in corporate social networks, that's why I’m doing it.

    And finally. Presentation of my presentation on how to use a corporate social network for a sales service. Corporate social network for sales service from Vladimir Ivanitsa Vladimir Ivanitsa Facebook | LinkedIn

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