As we move towards 2020 those companies that rely on ‘Blind Faith’ in their sales teams will find it increasingly difficult to achieve or maintain growth and success.

An unhealthy belief that a strong Sales Function can save a struggling organisation is an unfortunate characteristic of the difficult economic conditions we currently face. The belief that a good Sales Function can lift a struggling business with poor products and services inevitably leads to disappointment. Although an investment in the Sales Function may lead to a 'spike' in sales, the increase will not be sustainable if the products and services of the business are not of a sufficiently high quality.

Before an organisation seeks to strengthen its Sales capability it needs to ensure that its core products and services are sound. Modern consumers and buyers are sufficiently astute to recognise inferior offerings and will soon abandon organisations that are not meeting their expectations.

The following Product Salability Table provides a quick reference-point for assessing where an organisation's core products or services are positioned as far as quality and affordability are concerned. An understanding of this dimension can inform the type of Sales approach 

As we move towards 2020 some sales approaches and philosophies will no-longer be relevant and therefore deliver value or success to organisations . From our experience these approaches are still being used by organisations engaged in B2B Selling. Although some of these methodologies have delivered success to organisations previously, the current business environment, coupled with trends that are influencing the nature of future business, means they are becoming increasingly irrelevant.

So look out the 'Lone-wolf' Salesperson and those that rely on ‘Blind Faith’.

 Many salespeople are 'individuals' who like to operate independently and drive their own success in Sales. In ensuring they reach or exceed their Sales targets, achieve financial bonuses and build organisational dependence on their success, the 'lone-wolf' salesperson prefers to operate in isolation and do 'whatever it takes' to achieve results and success. Although these salespeople can ensure an organisation meets its revenue targets, they can also create disruption within the organisation and a tension between Sales and Operations.

Furthermore, this type of Salesperson may not 'Sell' with the best, long-term strategic interests of the organisation in mind. The unintended consequences of a reliance upon the 'lone-wolf' include the wrong type of clients working with a business, an organisation competing in the marketplace predominantly on price, and a 'disconnect' between the strategy of the organisation and the nature of the work generated.

The future will require salespeople who intimately understand the strategy and vision of an organisation and work collaboratively to achieve Sales success that builds long-term value for the organisation and the customer. 

Do any of your salespeople have the characteristics detailed blow?

If so, grab them, hug them and clone them!

These five traits are not only key to their success, and obviously that of your business, but will be critical to continued success on the future.

It is from this strong foundation that these professional sales people will grow, adapt and thrive in the new business environment.  They will take challenges head on with enthusiasm and vigour.  They will not be daunted by the future but rather be excited by the opportunities this presents.

Is this how your sales team are behaving?

·       Customer Service Orientation - Making efforts to listen to and understand the customer. Anticipating customer needs and giving high priority to customer satisfaction

·       Curious and Inquisitive - Remaining positive and upbeat about the future and their ability to influence it to their advantage. Constantly looking for opportunities.

·       Creative –Coming-up with new ideas and original solutions to move things forward and being flexible in their approach.

·       Energetic and Active - Demonstrating passion and energy when communicating goals, beliefs, interests or ideas they feel strongly about and generating results through activity.

·       Professional - Having a strong belief in self and one's abilities to accomplish tasks and goals. Representing the organisation appropriately and responsibly. 

Everyone is different, that’s a given. BUT, our insight reveals there are particular competencies that are the standard of successful and influential sales professionals.

It is our belief that the following competencies have, and will continue to be, crucial to success in Sales:.

·       Planning - Taking a well-ordered and methodical approach to tasks to achieve planned outcomes.

·       Attention to Detail - Paying attention to detail in order to produce high quality output, no matter what the pressures.

·       Communication - Using verbal communication effectively as well as expressing ideas clearly in e-mail, proposals and other written communication.

·       Listening Skills – Seeking to genuinely understand other people by paying full attention to what they are saying and respecting their perspective.

·       Questioning Skills – Asking open questions that cleverly help the client identify challenges and opportunities.