The sales profession is going through a transformation. Social, mobile, and digital media are helping buyers become better informed and raising their expectations. And the purchase process has become longer and more complex.
These forces are making selling more costly, collaborative, and consultative according to Joe Galvin, who is Chief Research Officer of the MHI Research Institute. “Its common knowledge there more people involved in the decision. But our research shows that more importantly, a rising number of sales resources are now involved in complex opportunities. This results in a creeping increase in cost of sales and makes collaboration even more critical”
How can a sales executive drive growth in this environment? That is the $3 Billion dollar question Mr. Galvin and other sales performance experts in the rapidly growing growth consulting market are trying to answer for their clients. Over the past several years, the leading experts in the sales performance industry seem to have arrived at a general answer. Transforming sales performance will involve a combination of better training, better technology, and better customer content…
