2005- ??: The Era of Sales Competency
The age of the millennial salesperson... In today's complex business environment, a need continues to exist for sales professionals who can build relationships, truly understand the customer, and bring value to the client. It may be true that remnants of preceding sales Eras still exist in your organization. While most organizations would argue that they are working diligently to understand the customer and consult with them to develop win-win solutions, this continues to be extremely difficult. These difficulties require a holistic approach and understanding of the complex environment sales teams operate within.
This complexity has created today's sales era. This era is built upon a platform of salesperson competency as it pertains to buyer sophistication. Because buyers are demanding more and more unique answers to their complex business problems, salespeople of today must be able to customize and personalize the information and knowledge from the previous Sales Eras to create their own unique selling approach. This requires a holistic understanding of knowledge, skills, and abilities required to succeed.
Are you working in a millennial sales organization?
- Does your organization spend time on developing the right transaction, at the right time, with the right prospect and support salespeople with a holistic approach with sales, support, and services all working together?
- There is an increased emphasis on how deals are done, not just what the end result is.
- Salespeople are encouraged to personalize their approach within a standard sales process.
- Salespeople are enabled to develop self-directed learning approaches and given the flexibility to pursue the right training for them.
- Salespeople are taught not only about their client's industry, but the industry of their client's customers.
- Salespeople are required to attend a training program focused on different levels of their career
- Sales training is broken into categories such as selling skills training, product training, industry training, and technical (administrative) training.
Brian Lambert is the Director of Sales Development and Performance at the American Society for Training & Development (ASTD). In this role, he is responsible for meeting the unique challenges of performance professionals focused on the sales profession. He is responsible for conducting primary research and creating resources, articles, and other custom content that helps individuals design and deliver sales training, manage and develop high performing sales talent, and improve salesperson performance. Brian has fifteen years of experience in sales, sales management, sales training, and sales consulting and is an internationally recognized expert on the state of the sales profession as well as current trends in transforming sales team systems, processes, and people.
Brian is a highly sought after world-wide speaker, author, and trainer on sales competency, sales performance, sales process, sales professionalism, sales ethics, and sales process.
Find out more about Brian at http://www.brianlambert.biz
Visit Brian's work on sales competency at http://www.astd.org/communities/salestraining
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