By: Brad Seaman On: February 02, 2016 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s not surprising. As with most industries, the sales industry has changed significantly over the past few years — requiring managers to take a hard look at what it takes to be successful in today’s digitally-driven business environment.

Harvard Business Review pointed to this shift a couple of years ago, noting that today’s traditional sales organization structure is undergoing a significant change. “Many sales organizations are transitioning from a field sales model to an inside sales model, where the inside salespeople work independently and are directly responsible for closing business, working primarily by phone and email,” the report concluded.

That perception was backed by more than 100 vice presidents of sales at various tech companies and business services providers. Of those surveyed, 46 percent said that they had shifted from a field sales model to an inside sales model. Another 21 percent reported the opposite shift — moving from inside sales to field sales.

So, what does that mean for your business? How do you adapt to a sales environment that’s making a major shift — mainly to inside sales. Here are 4 qualities you should consider when hiring sales reps who can adapt to those challenges:

  1. Strong interpersonal skills. A warm personality still is a critical factor in hiring a strong sales person. A strong candidate can get along with a variety of people — perhaps even more important when it’s likely that a sales rep will only have a few moments with a potential client before closing a deal.
  2. Adaptability. With the sales tools and tactics constantly changing to adapt to the different challenges in the industry, a good sales candidate should be willing to adapt as well.
  3. Preparation. A successful salesperson studies his or her pitch before the meeting and anticipates rebuttals and questions so he or she is prepared. Every client is different, so a good sales rep should be able to have the materials and information on hand to accommodate their needs.
  4. Resourceful. Successful sales reps should be able to access critical information from a variety of sources when seeking the solutions that answer a client’s challenges. They also should be able to quickly address and solve those problems by being equipped with a variety of materials related to the clients’ issues.

When building out your perfect sales team, don’t forget to provide them the resources they will need to perform their best. MonsterConnect provides the support that many sales teams need to be successful. Request a demo today to find out how we can help you meet your goals.

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