Who is the sales rep of the future? Which qualities should he/she have to be successful? How to make communication effective during the whole sales process?

1. Defining the
international
sales rep
of the future
Sergey Smykov
Huawei
Georgy Shatirov
MAPA foundation

2. Sales experience in high-level B2B
Human Intelligence
Technologies

3. $1,5 bln
First 2 year of sales
TODAY
$120 k

4. 1. RND
2. Technical support
3. Sales approach

5. What is the secret
of such success?

6. Company strengths —
relationship with customers

7. ü Evaluates sales employees from integrators
ü Finds on professional market
The ones who have deep friendship
connections with other particular companies
is highly appreciated and company offers
them more attractive work conditions.
Usually there is a whole team near this person
including professional sales manager.

8. For deep relationships
human should
develop/upgrade…
SOFTSKILLS

9. So what does the
sales rep of the
future look like

10. Does he
look like
that?

11. Fedor is a respectful
and successful sales.
He closes big deals
within 2-3 month,
always strengthens his KPIs.
Meet Fedor.

12. How does
that happen?

13. Fedor just
communicates
effectively.

14. Made an assessment research
within top-sales.

15. Easy going
Positive attitude
Enjoy to communicate with
people, get satisfied from this
Trustable connection with
the customer
Be able to win over a person
Cross-cultural inter statement
Understand the cultures that are
different from your culture
Understanding of the authority
interconnections
Where is the center of influence,
how to effect to somebody
If we will take a closer look
at Fedor’s characteristics...

16. Expert in communication
a) gets pleasure from communication, easy going person with a positive attitude
b) feels comfortable and enjoys communicating with people
c) equally comfortable with various levels of communication
d) is able to win over a person and get a trustable connection with customer
e) understands different cultures and cross-cultural communications
f) easily identifies centers of influence and the ways to effect
g) understands the interests and needs of communication partners and is able to find a
reason for cooperation.
h) builds coalitions, knows how to organize backstage support for his goals
i) establishes working relationships with others to capitalize on ideas and resources for
mutual benefit.
j) identifies the inner connection between related people and builds further connections.

17. Has entrepreneurial spirit
a) Ready to take responsibility and risks of making non-standard decisions in order to
get the best result for the company
b) Thinks like an entrepreneur, independently and decisively
c) Seeks business opportunities and finds mutually beneficial ways of cooperation
d) Entrepreneurial resourcefulness, comes up with non-standard methods and
combinations for obtaining a win-win solution.
e) Facilitates ""win-win"" situations; works with others to achieve positive outcomes

18. Achievement
oriented person
a) Internal orientation on the result
b) Uses any ways to achieve the goal and overcomes obstacles
c) Passion for result
d) Persistence, refusal to give up when faced with an obstacle or failure

19. Be interesting personally.

20. Sell knowledge that helps
your customer to develop.

21. Sell values
to help your customers
grow new businesses.

22. Be a friend,
trusted adviser,
partner.

23. C-C-C-C-
combo!

24. What do leaders do today
for situation improvement?
1. Send reps to internal trainings
2. Send reps to trainings with external consultants
3. Reading corporate guidelines for qualifications and taking
exams

25. 26% of reps say their sales training
is ineffective
Almost 60% of organization take a
random or informal approach to sales
coaching
Just 15% of sales managers believe their
companies provide the right amount of
sales coaching

26. First you need to figure it out.
Then train.

27. Develop what
is already good?

28. Individualized experience

29. All knowledge
will be lost in 2-3 days?

30. 10 minutes per day,
but daily
Knowledge becomes skills

31. Global research center
in the field of individual
development
based on behavioral data
& proven methodology
FOUNDATION

32. We put our sales & data
analytics experience
to create the software platform
to assess and recommend
individual development tracks

33. 1. BigData analysis
2. Machine Learning algorithms
3. Gamification experience

34. Personalization of the assessment
conduct assessments and find specific
and most “painful” places of the sales rep
Personalization of the recommendation
direct a person to courses that are specifically tailored
to the “pains” found in him
Tracking the dynamic
tracking the results and dynamics of changes throughout the
development path
1
2
3

35. Sergey Smykov
ssmykov@gmail.com
Georgy Shatirov
gshatirov@mapa.foundation
Thank you