We often think about disruption in terms of the way that it impacts industries. Uber transformed the transportation sector; Netflix changed the way people flip through the channels on their TV. However, disruptions that change the way business gets done are all too often overlooked, and its impact frequently isn’t recognized until it’s too late.
Companies like Hubspot have transformed the Marketing function into a lead generation engine called Inbound Marketing. By providing the customer with the content they need as they prepare to make a purchase, Marketing has facilitated a self-directed customer journey where the buyer completes 80%-90% before ever talking to a sales person. In so doing, the Prospect – Demo – Close model that your Sales team has employed for decades is no longer effective. Outbound cold calls and cold email marketing are often rejected by customers who prefer to do their own research without being bothered by pesky salespeople. This process-driven disruption has left businesses of all sizes with outdated sales models and processes.
In its place comes a new model of sales; along with new stages. Identify – Explore – Connect – Advise which places the salesperson in unfamiliar territory. After receiving marketing qualified leads, the sales team is no longer aggressively working toward closing the deal. Instead, sales professionals should focus on the buyers – rather than the sellers – needs. They are expected to act in a consultative role for their customers, guiding them through their sales pipeline towards a purchase decision.
It’s called Inbound Sales, and its salespeople require a different set of skills. Is your team ready to sell?
A Transformed Process Means Updating Skill Sets
The success of inbound marketing and lead generation programs has wrested control of the sales cycle from the sales team directly into the hands of the buyers. This shift in control has completely changed the sales process and the skills you need on your sales team.
Assessing and hiring a sales team capable of viewing the sales process from the buyer’s perspective will keep you on the cutting edge of sales, while positioning your company for long-term sales success. Using a predictive assessment tool to identify sales candidates who are most likely to have the traits; skills and abilities needed for inbound Sales, such as Chally, will help you onboard the right kind of salespeople.
Fast Forward Solutions will help connect you with the sales talent you need in a buyer-first world. Let us help you find the right talent.