Today’s salesforce: working harder at adding value.
The big idea: Salespeople have to adapt…quickly.
The top skills today’s salesforce needs include:
- Negotiation skills
- Business acumen
- Flexibility
- Insights
My sales training, “The Strategic Sale” pointed modern sellers towards:
- Customer focus
- Value creation
- Segmented messaging
- Holding the line on price
Today’s challenge: Having sales keep up with now. Managers share frustrations around:
- Discounting
- Lack of negotiation skills
- Business acumen
- Strategic thinking
Can this be fixed? Yes.
How?
Begin here:
- Training: Get the training for today.
- Incentives: Focus on results you want to achieve. Reward those.
- Resources: Today’s sellers need different resources. Make sure they have them.