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The rapidly evolving world of sales is causing significant changes in how companies hire and train their sales force. Because today’s buyers are much more aware of features and benefits and alternative offerings, salespeople must now add value by conveying much deeper knowledge of the needs of the client organization and provide real ROI.
Although, some elements of sales remain as important as they were in years past, HR and Talent Management professionals are tasked with understanding this business shift as they look to bring salespeople on board that will remain engaged, loyal, and ultimately succeed in taking companies to the next level. Research into sales performance over the past 15 years clearly demonstrates one thing: the business world must expand the traditional hunter/farmer conception of sales to more closely align with how customers buy in today’s complex environment.
In this webcast, participants will learn:
How the business environment is changing and how it impacts the sales profession
What research has revealed about successful sales job models that are applicable in today's changing environment
How to leverage this information to better hire and train sales professionals at your organization.