B2B Sales Leaders: Try These Secret Plays to Achieve Growth Targets

B2B sales people are competitive by nature and, as B2B sales leaders, we are responsible for coaching those competitors. Yet, coaching a team that delivers flawless execution with outstanding results can seem as elusive as the World Series Championship was to the Houston Astros in 2013 when they wrapped three consecutive 100-loss seasons. Yet, the Astros did it. By playing out a long-term strategy, they claimed the title. Sales leaders can achieve stunning success as well, they just need the right strategy.Achieving growth targets hinges on how well your team can improve the total value derived from the existing customer base. Consider this: Sales reps have a 60 to 70 percent probability of selling to an existing customer versus a 5 to 20 percent probability of selling to a new customer. Sounds simple, but the hitch is that sellers are overloaded. Many B2B organizations have tens of thousands of customers and hundreds of thousands of products — the possible selling combinations are endless. This complexity makes it impossible for reps to plan and execute productive customer meetings.