Article
International Journal of Sales Transformation

New Sales Realities

Format:Electronic

Abstract

Business leaders need to understand that it’s the fit of People, Process, Pricing, and Partners that drives sales effectiveness. As firms confront new buying processes, required sales competencies affect hiring, training, and development (People). Without a coherent sales model attuned to buying, selling is a series of individual efforts, not a scalable Process. Buying changes and the data revolution have made value-based Pricing approaches more possible in many categories. Finally, in an omni-channel buying landscape, selling also means working with channel partners who are influential during the buying journey and after the sale.