Should Salespeople Be Empowered to Make Decisions?

Think about this question for a bit.

Does it make sense to allow salespeople to make their own decisions and, more importantly, what type of decisions should they be allowed to make?

Before you rush to answer this, we have to understand the ramifications with regard to the customer, current sales, future sales, internal resources, profit, etc.

When we stop to think about the risk, it’s easy to say, “No, they should not have any more control than necessary.”

Challenge we have is the speed with which opportunities come and go many times in just a manner of minutes, and the salesperson who can react the fastest will get the sale.

If we look at it from this perspective, it makes sense to have an empowered sales organization.

In the real world, the answer lies somewhere in the middle, but even that has risks, because if we as sales leaders are not consistent, we will wind up creating a completely new set of problems.

Dreamforce 2015, #DF15, is in a few weeks and a key part of the conference is the Sales Summit on Tuesday, September 15.

I’m honored to be one of the 14 speakers for the event. The issue I laid out above is just one of the topics we’ll be addressing in various sessions throughout the day.

The two events where I’m speaking are:

A key part of both of sessions will be sharing with you and other sales leaders what it takes to create a self-sustaining sales organization. The marketplace today is changing too rapidly for us to be relying on what worked yesterday to work for us tomorrow.

Below are videos on each of the sessions to give you more of an idea.

5 Critical HOW TOs to Increase Sales Results for Sales Leaders