Therefore, as we are living the years when “Traditional Sales” is becoming obsolete, it’s our role to alert all members of the Sales community to this new, quickly approaching reality and share our learnings on how to adapt our teams to what will become the “new normal” in Sales. This will not only enable the Sales world to welcome change, but to become a transformation leader.
First things first. Many people ask me: “In this new online Marketplace era, is there even a place for Sales Representatives, people who make a living from visiting customers and collecting their orders?” There is no easy answer to this question depending on your time horizon, but at least for the near future it seems clear that the presence of a company’s representative will still be highly valued by customers.
Then, the next question seems natural: “But if the Sales Representatives are no longer responsible for sales… then what are they going to do?” In fact, there’s still a lot to be done and companies can still benefit largely from a physical visit to a customer. The only thing is that the purpose of the visit will be redirect to the sell-out of the products, instead of the sell-in as it is today.
For those who work with Sales, this fact brings a few points of attention:
First, not all individuals who are considered the best of the pack today will thrive in the new reality. In the book “Sales Acceleration Formula”, Mark Roberge identifies that with the shift of power that happens after the creation of digital Marketplaces, customers become less tolerant to sales representatives that try to force an unwanted SKU in an aggressive, high-pressure manner. They become much more open to those who present their ideas and proposals in a win-win, helpful, smart way.