Long term sustainable performance is achieved through a combination of selling skills, application of process, structure and sales technologies, and the role modelling behavior by leadership and in the team. It is the common quantity of these 3 elements that create sustainable performance over time.
The ability to combine digital presence with human interaction is key to successful sales performance. The seller has to function as a team, and the salesperson is pivotal in orchestrating collaboration between marketing, pre-sales experts, c-level contributors and others.
Today, the ambition for most sales teams is to position themselves as trusted advisors through a consultative approach and focus on what value looks like and how they best support the customers’ buying process.