The sales world has been ever evolving, but it has especially changed over the last few years. “It’s a really interesting time to be in the business,” said John Elsey. “For a lot of the time, it seemed like the industry was slow to evolve. However, over the last two to three years, the need for sales training evolvement has changed at a rapid pace.” The salespeople’s response to this evolution has to be practical and urgent to keep up.
This expert sales interview explores the sales training evolution, covering topics such as:
- How to have a different kind of sales conversation
- The multi general sales organizations and the changes this has brought on
- Building an evolving sales toolbox
A different conversation:
Each year, changes in the market and the buyer become increasingly more significant. For example, buyers continue to get more informed and have access to much more information. They use technology and other resources for leverage, all of which have a significant implication on sellers. Salespeople can no longer show up and be the purveyors of their products and services. If the buyer already knows a lot about the organization and the product, the salesperson has to have a different conversation with them. Sellers have to be more effective at articulating the value of their product and services, and how it will be beneficial long-term, or else risk having delayed, stalled, or terminated sales as a result.
Multi-Generational Sales Organizations:
One of the changes that has occurred in the sales world is the span of different generations working together. Research has shown that it has been challenging to engage multi-generational sales teams correctly and that it’s even more challenging to get people to take their development and sales training seriously. Sales training has tried to keep up by providing the content with different learning styles, including an adaptive digital learning platform, and utilizing different techniques that will resonate with every generation. Helping a sales team work cohesively is crucial, and something that is vital to creating a unified, well-trained sales team.
Providing the toolbox:
For people to effectively navigate through new methods and mediums to keep up with the evolving sales world, they must actively use the tools taught in sales training. Sales training provides targeted content for salespeople, but it’s up to the salesperson to turn that information into a real tool and actively wield the tool when needed. Tools should be regularly assessed and checked and replaced with better tools if necessary. In the ever-evolving sales field, there are always new tricks coming out to help improve sales stats, and it would be neglectful not to keep abreast with changes.
About Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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