What Has Changed?
Globally, the landscape for sales has changed. Consumers prefer to do the legwork themselves and become the “experts” of the solution they need before they narrow it down to 2-3 choices that will help them make a buying decision (inbound sales). They want to complete the buying journey by “filling in the gaps of information” they may still have before making that final transaction.
This is where the Subject Matter Expert, or the person who is “behind the product or daily
operations” of the business, find themselves in a position where they are the trusted person who is responsible for helping the customer choose their solution i.e. their brand, product/service or company.
From front-liners to customer service personnel to technicians, engineers, operations managers, marketing managers, people in finance, people in R&D or IT and cross functional teams, these are the people who are familiar with the daily use cases and understand what the product was developed for and who it serves. Even C-level executives, senior managers and their personal assistants can be deployed as part of the sales process in B2B, B2G, B2C by having a collective “sales mindset” that moves the product forward to the targetted markets.
Why the Non-Sales Person is the New Sales Team
The “subject matter expert” is the person who knows the product well, whether that’s a result of being directly involved in the R&D of the product, the use cases of the product or as customer service personnel who understand the problems of the customer and the learning curves of the end-user experience.
Today’s market is much better served by “non-sales people” who are either subject matter
experts in the development or daily use cases of solutions OR who understand the struggles customers have using a product (customer service).
These non-sales people may be company founders themselves or the Product team.
Because of this changing landscape of WHO the end-buyer prefers to communicate to help them with solving a problem, the person who didn’t use to think of themselves as a “salesperson” finds themselves in a situation where they are the key person in converting an enquiry into an actual, revenue-generating transaction.
They find themselves being “responsible” for how well the company is able to generate “revenue” from delivering the company’s solution to the hands of the end-user i.e. closing a sale.
The Future of Sales : the end of the sales-man individual worker.
Across sectors, the job mix is expected to shift to services. The future of sales almost guarantees the Individual worker salesperson will be displaced by either technology or new cross functional roles. In this article from Forbes magazine several years ago, it is predicted that A.I. will take over the rote and drill work of the 20th century salesman.
Roles at the workplace will change, that is a given, and “adaptability” to a sales-mindset is a necessary 21st century workplace and business skill.
Adaptability of 21st Century Workforce : Profit and Productivity as a Team Sport.
It is a paradigm shift in mindset adapting to “everyone is responsible” for sales and as a team sport of “let’s not drop the balll”. Prior to IR4.0, the assembly line and “silo-ed thinking” mindset was a cultural norm. With automation increasingly taking over rote and drill tasks, productivity and profitability must be thought of as a collective organisational goal and not just the problem of “finance and HR”.
That’s a difficult paradigm shift to accept for people who “didn’t sign up for a sales job”. However, lucrative and long-term sustainability and employment are increasingly dependent upon the “value-add” to the chain.
The 21st Century New Sales Force is a well co-ordinated, cross functional team whose roles include helping with the responsibility for profitability of a viable product in the right market.
In this Sales For Non-Sales Person Training Course, participants were introduced to 5 categories of blocks to overcome that will put them on the same level of play as more successful people in sales.
To equip your business or workforce with talent that are willing to adapt to the 21st century workplace, sign up today for our Sales For Non-Sales Person Training Workshop, Click the button for more details:
Overcoming The Blocks to Making More Money
In Module 1 of this course, participants will identify the 5 Hidden Blocks to “selling” and “closing a sale”. Most “non- salespeople’s” idea of doing their job stops at giving information.
In Module 2, participants learn a self-coaching process to dissolve and overcome hidden obstacles to selling to more people.
In Module 3, participants learn about how to optimise being naturally more persuasive by crafting their authentic selling blueprint.
In Module 4 of this course, participants learn to incorporate traditional sales-closing techniques that add a “human touch” to the sales process, so they can develop a sustainable and lucrative life skill being more confident doing sales.
take this course now.
We will then send you the official quotation for the HRD Corp Levy grant application. This quotation will be digitally signed to verify that it’s from Kognifi Sdn Bhd.
Read these posts to help you make your decision today :
- What Has Changed ? – The Changing Nature of Sales in the 21st Century ( you just read this article)
- Can Anyone Be Good At Sales and Selling?
- “Mindset” Training Should Look More Like an Inner Engineering Process than “sounds good motivation”.
- Are You Leaving Fortune On The Table?
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- Crafting Your Authentic Selling Blueprint - 24th March 2023
- Mindset Training for Sales - 24th March 2023
- Money Allergies - 23rd March 2023