We continue our series on the major tenets of Sales 2.0 by focusing on professionalization.  We are basing much of our content on the recent article “Sales 2.0:  How soon will it improve your business?” by Pelin Wood Thorogood and Gerhard Gschwandtner.  You can read the piece in its entirety at SellingPower.com, or in this recent article at InsideCRM.

Selling is no longer the place for amateurs who are afraid of analytics and skeptical of Six Sigma quality initiatives. In a Sales 2.0 world, every lead gets linked to its source, and every marketing campaign turns into a quest for improved ROI.  Furthermore, every step of the sales process is measured, every sales initiative is analyzed and every method is tested. While amateurs may score an occasional win, professionals deliver predictable results and, with the help of Sales 2.0 tools, they are able to replicate their best practices and share them across the organization. Thus, Sales 2.0 creates a new breed of professionals who deliver predictability.  This predictability creates a level of stability and standardization — while freeing up valuable time for creative and meaningful outreach — across the sales force in a new and efficient way.  The end result is the addition of an improved expectation and process of performance evaluation on the sales profession.

Examples: A Santcorp.com solution, called ProposalMaster, helps salespeople create proposals and RFPs in far less time while dramatically increasing win rates. Landslide.com helps sales organizations build a world-class sales process that is adopted uniformly by all members of the sales team.