[Ecohoon] The Model Review_1

Finally finished reading "The Model," a book read by many sales representatives. Actually, I finished it a few months ago and intended to post a review several times, but I'm so glad and grateful to finally be doing it now.

While reading the book, I wanted to record some of the impressive parts, my feelings, and things to consider. Of course, I also hope that my notes will provide insights or help others.

① Improving sales efficiency has limits – There is no such thing as winning every sales battle

I naturally agree, but I disagree in one small aspect. Is it really impossible to win every time? Even monkeys fall from trees, but what if a Ronaldo or Messi of the sales world appears? I think it would be possible if there were truly exceptional talent.

Sales is fundamentally about persuading people, which is difficult. We secure a large number of leads and qualify them to select targets. Frankly, couldn't all the selected targets like our salespeople and services? Regardless of whether there's an efficient sales process behind it or not.

② New leads will eventually reach a limit

I agree. Even if the number of companies we need to target increases, if the volume and speed of our lead generation are high, we will eventually reach a maximum. Therefore, domestic demand needs to recover, business attempts need to be frequent, and investment needs to be active.

Also, because there are limits to new leads, the importance of customer management and customer success roles will inevitably increase. I am primarily in sales, but I also handle customer management and customer success care. Building trust with customers is smoother than creating new customers, and this leads to continuous projects.

③ New salespeople are not easily immediately effective

This book generally talks about common things, so I naturally agree with this statement, but wouldn't it be possible if they were experienced employees in the same industry? For example, if someone had experience with two of the three major cloud service providers – MS, Google, AWS – they could easily learn the services of the third, couldn't they?

However, most will not be able to do that. In a way, I'm lucky. I had sales experience at my previous company, but I couldn't directly apply that experience to a new company. Even if I could apply it directly, it would be difficult to achieve immediate results. If I had to achieve results immediately, I wouldn't be here. Salespeople need time.

④ Therefore, the importance of Customer Success Managers

If improving sales efficiency is difficult, there is no such thing as winning every sales battle, new leads will eventually reach a limit, and new salespeople are not immediately effective, then ultimately what matters is how well you manage your customers and help them succeed.

Just as the answer for sales is with the customer, you have to solve problems within that answer. It's easier to keep solving problems we're familiar with than to keep looking for new problems.