By Drew Stevens
Jan. 27, 2011
As the new decade of our current millennium opens, it is clear that sales will alter from previous models. In fact, change is required. As global competition, the Internet and the economy traverse, new sales foundations are created. Change becomes required because if not, some simply become beaten.
With more than 28 years in the field of sales, I have seen the good times and the bad. However, with the New Year will be new trends. With research both in the area and directly with clients, the following are what we view as the top selling trends for 2011 and beyond.
Customers are Smarter
For many years the world of sales was attributed to both street and local merchants “peddling” goods (milk, eggs, cheese) and services (mortar, lawn care) to consumers. Over time these skills transferred to professionals such as stock and insurance brokers, etc. Numerous training classes taught the art of cold calling and other methods to “sell stuff.”
The Internet has altered this. Today’s consumer is not only much smarter, but has more information about products than ever. Clients do not want a “sales pitch.” Clients desire stimulating conversation with someone that can bring alternatives and new thinking to the business. Moreover, consumers want a relationship with sales professionals. It is imperative to ensure sales teams are building relationships and not selling widgets.
End of Waste
The trend for the last several years has been to hire selling professionals for behavior. Fill the seats and the production will increase. Many believe hiring gregarious representatives is what makes a sales team.. This is the furthest from the truth. Sales managers have found that hiring just anyone wastes time and money. Hire for talent not behavior, and ensure you have the proper people on the team. Skills are innate and some selling skills cannot be taught.
Better Leadership
Many individuals believe that taking the most successful professional out of the field and promoting them to sales manager is a good choice. Much evidence is available to prove this isn’t true. It’s beneficial to keep a top producer in the field to do what they do best: produce. The new genre of sales leadership will develop from those that desire and have experience leading sales teams.
Secondly, sales teams will be held to key performance measurements. The only method to ensure achievement to meet organizational goals is implementing accountability guidelines.