Transformation of the Sales Role  Nancy Martini President & CEO PI Worldwide
Roadmap <ul><li>1. Sales Transformation </li></ul><ul><li>2. Trend #1: Buyers Have More Information </li></ul><ul><li>3. T...
Sales Transformation <ul><li>The Sales Role Is Being Transformed By A Set Of Conditions We Have Never Seen Before  </li></...
<ul><li>New Technologies Continue To Affect Every Aspect Of The Modern Corporation Including The Sales Role </li></ul><ul>...
<ul><li>Today's Buyers Can Access A Wealth Of Information In A Matter Of Seconds, Which Changes Their Needs And Expectatio...
<ul><li>Today's Buyer Has Less Tolerance For Old Selling Tactics </li></ul><ul><li>Reps Need To Possess The Following Core...
Trend #3: Buyers Are More Risk Averse <ul><li>As The Economy Has Become More Unsettled, Customer Reactions Have Become Mor...
<ul><li>Much Like The Transformation Of Medicine In The Early Twentieth Century, The Specialization Of Selling Has Led To ...
Trend #5: Selling Is Becoming More Global <ul><li>Globalization Has Been Forcing The Transformation Of The Sales Role </li...
How Can You Make It? <ul><li>Are You And Your Reps Prepared To Win Amidst This Sea Of Change? </li></ul><ul><li>How Many O...
<ul><li>Fortunately, All The Previous Conditions Can Be Answered With The Following: </li></ul><ul><ul><li>Effective Sales...
Create High Performance Sales Teams <ul><li>Use Applied Psychology And Testing And Sell  Scientifically – Science Sells Mo...
<ul><li>Thank you! </li></ul><ul><li>Questions?  [email_address]  |  @piworldwide   </li></ul><ul><li>http://www.linkedin....
Upcoming SlideShare
Loading in …5
×

Transformation of the Sales Role

1,022 views
947 views

Published on

The role of sales is being transformed by a set of conditions we have never seen before. The good old days are not coming back. Sales managers and reps who adjust their methods of operating to succeed in today's environment will excel in 2012 and beyond.

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,022
On SlideShare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • That completes our review of fourth quarter and full year 2006 results I would now like to turn your attention to our Investor Day presentations…..
  • Transformation of the Sales Role

    1. 1. Transformation of the Sales Role Nancy Martini President & CEO PI Worldwide
    2. 2. Roadmap <ul><li>1. Sales Transformation </li></ul><ul><li>2. Trend #1: Buyers Have More Information </li></ul><ul><li>3. Trend #2: Selling Is More Demanding </li></ul><ul><li>4. Trend #3: Buyers Are More Risk Averse </li></ul><ul><li>5. Trend #4: Selling Is Becoming More Professional </li></ul><ul><li>6. Trend #5: Selling Is Becoming More Global </li></ul><ul><li>7. How Can You Make It? </li></ul>
    3. 3. Sales Transformation <ul><li>The Sales Role Is Being Transformed By A Set Of Conditions We Have Never Seen Before </li></ul><ul><li>The Good Old Days Are Not Coming Back </li></ul><ul><li>Sales Managers And Reps Who Adjust Their Methods Of Operating To Succeed In Today's Environment Will Excel In 2012 And Beyond </li></ul><ul><li>The Transformation Began In 2002, When The Internet Became An Integral Part Of Selling </li></ul>
    4. 4. <ul><li>New Technologies Continue To Affect Every Aspect Of The Modern Corporation Including The Sales Role </li></ul><ul><li>From Email To Automated Supply Chain To Cloud Computing To Smartphones To Web Conferencing To Search Engines To Social Media, We Are Thrust Into A World Where The Rules Have Changed For Buyers And Sellers </li></ul><ul><li>We Need To Address The Implications Of This Transformation On Sales, Sales Management, And The Future Of Selling </li></ul>Sales Transformation
    5. 5. <ul><li>Today's Buyers Can Access A Wealth Of Information In A Matter Of Seconds, Which Changes Their Needs And Expectations Of Interacting With A Sales Rep </li></ul><ul><li>From Websites, They Can Gather Hard Data On Products, Companies, Competition, And Industries </li></ul><ul><li>They Can Gather Soft Data From Friends, Colleagues, And Strangers On Social-media Sites </li></ul><ul><li>Buyers Are Theoretically Better Educated Before They Talk To A Rep </li></ul>Trend #1: Buyers Have More Information
    6. 6. <ul><li>Today's Buyer Has Less Tolerance For Old Selling Tactics </li></ul><ul><li>Reps Need To Possess The Following Core Sales Skills Of A Top Consultant: </li></ul><ul><ul><li>Intelligence To Assimilate Information Rapidly </li></ul></ul><ul><ul><li>Behavioral Fit To Excel Under Pressure </li></ul></ul><ul><ul><li>Stamina To Endure The Sales Cycle </li></ul></ul><ul><ul><li>Resilience To Continue In The Face Of Adversity </li></ul></ul><ul><li>Today's Sales Reps Require The Wisdom To Manage The Sales Process, Rather Than Do Something To The Prospect </li></ul>Trend #2: Selling Is More Demanding
    7. 7. Trend #3: Buyers Are More Risk Averse <ul><li>As The Economy Has Become More Unsettled, Customer Reactions Have Become More Cautious </li></ul><ul><li>Spending Is More Conservative, Internal Controls Have Increased, Decision Making Has Moved Up </li></ul><ul><li>Reps Have Less Access To Those Decision Makers </li></ul><ul><li>Gatekeepers Are More Likely Than Ever Before To Create Barriers To Stakeholders </li></ul>
    8. 8. <ul><li>Much Like The Transformation Of Medicine In The Early Twentieth Century, The Specialization Of Selling Has Led To The Creation Of A Professional Class </li></ul><ul><li>More Business Schools Are Now Offering Sales Courses, More Sales Reps Are Getting Advanced Degrees </li></ul><ul><li>Roughly 40 Colleges And Universities In The United States Offer A Degree In Sales </li></ul><ul><li>The Overall Specialization Trend Is Toward Education And Professionalism – And That's Good For Both Buyers And Sellers </li></ul>Trend #4: Selling Is Becoming More Professional
    9. 9. Trend #5: Selling Is Becoming More Global <ul><li>Globalization Has Been Forcing The Transformation Of The Sales Role </li></ul><ul><li>Today, &quot;Global Intelligence&quot; And The Ability To Compete In A Global Marketplace Is A Must </li></ul><ul><li>Sales Teams Have To Learn How To Balance Cultural And Regional Realities And Social Norms And Language </li></ul><ul><li>There Is An Increased Need Of Sales Teams With A True Global Business View </li></ul>
    10. 10. How Can You Make It? <ul><li>Are You And Your Reps Prepared To Win Amidst This Sea Of Change? </li></ul><ul><li>How Many On Your Team Possess The Behaviors And Skills Needed To Win? </li></ul><ul><li>How Do You Know The Difference Between Those Who Are Barely Hanging On And Those Who Will Flourish? </li></ul><ul><li>These Are Questions That Every Sales Team Will Face </li></ul>
    11. 11. <ul><li>Fortunately, All The Previous Conditions Can Be Answered With The Following: </li></ul><ul><ul><li>Effective Sales Skills </li></ul></ul><ul><ul><li>Increased Professionalism Of Reps </li></ul></ul><ul><ul><li>Accurate Coaching By Sales Managers </li></ul></ul><ul><ul><li>A Solid Set Of Data To Eliminate Errors </li></ul></ul><ul><li>In 2012 And Beyond, Successful Companies Will Be Those That Leverage Scientific Data For Accuracy </li></ul><ul><li>Enable Reps To Succeed With Relevant Training And Coaching, And Create Smarter Reps To Win In This Transformational, Technology-Driven Global Economy </li></ul>How Can You Make It?
    12. 12. Create High Performance Sales Teams <ul><li>Use Applied Psychology And Testing And Sell Scientifically – Science Sells More! </li></ul><ul><li>http://bit.ly/ConquerTheTransformation </li></ul><ul><li> </li></ul>
    13. 13. <ul><li>Thank you! </li></ul><ul><li>Questions? [email_address] | @piworldwide </li></ul><ul><li>http://www.linkedin.com/in/piworldwide </li></ul><ul><li>More Information: http://www.piworldwide.com </li></ul>

    ×