Theotintenklecks.De
  • Sales Management
  • Business
  • Marketing
  • Resume
No Result
View All Result
  • Sales Management
  • Business
  • Marketing
  • Resume
No Result
View All Result
Theotintenklecks
No Result
View All Result

Home » Sales Management » Shapers, Fakers and Order-Takers

Shapers, Fakers and Order-Takers

September 29, 2021
in Sales Management

Shapers, Fakers and Order-Takers

Business Development (BD) positions are rare in that they have the potential to make an impact on the success of an organization. A significant investment is required to hire a new BD employee. After a hiring decision has been made, it is necessary to invest even more time and money to help the individual build relationships and qualify for future opportunities. This investment can last for years. This is why many hiring teams feel like they are searching for a gem in the rough.

RelatedPosts

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

July 16, 2022
What Makes a Great Auto Sales Manager

What Makes a Great Auto Sales Manager

July 16, 2022
5 Ways to Get Your Sales Staff Fired Up, Not Fired

5 Ways to Get Your Sales Staff Fired Up, Not Fired

July 16, 2022

It is difficult to predict how a BD candidate will perform within the role. BD personnel can fit into any of these categories, regardless of whether they (or you!) realize it. It is crucial to understand where your new hire falls within these categories. This will ensure their success in their BD role and your ROI.

Shapers

Revenue makers are early shapers. It is almost a fact that there will be fewer opportunities in the current economic environment. Shapers engage ethically with their clients to make changes that are in the best interests of their companies. The concept of Shaping is not new and has been a focus of many BD professionals for many years. But very few people have taken the time and learned how to shape opportunities during the OI&Q Phase. The best Shapers gather intelligence early on and work with prospects to create chances.

See also  Tips in Three Areas to Lift the Spirits and Performance of Salespeople

Fakers

Beware of fakers. These people have impressive resumes with glowing testimonials. Start asking hard questions to find out if they are really active but never close the deal. Fakers can be difficult to spot unless an organization has invested significant revenue and time in seeking out opportunities. They are experts on the chance but have had little interaction with prospects. It becomes more challenging to reduce the loss at this point. These people are skilled at finding the next “great opportunity”; they “drink their bathwater,” spin data, and believe that what they have is genuine. You will find that these individuals rarely have high-quality human intelligence that can be used to make objective, critical pursuit/no-pursue decisions.

Order-Takers

Order-takers are either a tremendous asset or a liability depending on the role they play. They can be a problem in a primary BD position. They will prefer to wait for clients to call, and they will often become too busy with administrative tasks to engage clients. When they are able to proactively grow the projects and generate additional revenue, good order-takers can be a great asset. They pay overhead but struggle to increase their revenue in this new environment.

When you are looking for your next BD Professional, be sure to know how to distinguish the fakers from the shapers.

MB is solely focused on Revenue Generation and Business Development. We:
Business Development Organizations that are built integrated and turned around
We specialize in Turn-Key Business Development Assessment & Implementation
Plan and implement strategic and tactical business development plans
Assess and source business development leaders and teams
For guaranteed revenue growth, design, build and implement business development processes
Design, Develop and Deliver Business Development Curricula

See also  Compensation Plans: 4 Keys to Reward Results

 

Previous Post

CRM Software Reviews

Next Post

Selling To Groups: How To Help Your Sales Team Sell More

Related Posts

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

July 16, 2022
What Makes a Great Auto Sales Manager

What Makes a Great Auto Sales Manager

July 16, 2022
5 Ways to Get Your Sales Staff Fired Up, Not Fired

5 Ways to Get Your Sales Staff Fired Up, Not Fired

July 16, 2022
Establishing a Trade Show Headquarters Command Post

Establishing a Trade Show Headquarters Command Post

July 15, 2022
Partner Relationship Management (PRM) - Hype Or Hope

Partner Relationship Management (PRM) – Hype Or Hope?

July 15, 2022
How Does Inertia Suck the Life Out of Your Small Business

How Does Inertia Suck the Life Out of Your Small Business?

July 15, 2022
Next Post
Selling To Groups How To Help Your Sales Team Sell More

Selling To Groups: How To Help Your Sales Team Sell More

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Recent Post

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

7 Things You Can Do Today to Avoid Costly Sales Hiring Mistakes

July 16, 2022
What Makes a Great Auto Sales Manager

What Makes a Great Auto Sales Manager

July 16, 2022
5 Ways to Get Your Sales Staff Fired Up, Not Fired

5 Ways to Get Your Sales Staff Fired Up, Not Fired

July 16, 2022
Establishing a Trade Show Headquarters Command Post

Establishing a Trade Show Headquarters Command Post

July 15, 2022
Partner Relationship Management (PRM) - Hype Or Hope

Partner Relationship Management (PRM) – Hype Or Hope?

July 15, 2022
How Does Inertia Suck the Life Out of Your Small Business

How Does Inertia Suck the Life Out of Your Small Business?

July 15, 2022
Selling in an Economic Downturn

Selling in an Economic Downturn

July 14, 2022



Archives

  • July 2022
  • June 2022
  • May 2022
  • November 2021
  • October 2021
  • September 2021

Categories

  • Business
  • Marketing
  • Sales Management
  • Home
  • Privacy Policy
  • Contact
No Result
View All Result
  • Contact
  • Privacy Policy