💼 Sales: Times Are Changing!

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.