The Internet has enabled buyers to be more educated than ever before, with a commonly cited statistic that 57% of the buying journey is complete before Sales are even engaged. Analyst’s Forrester estimate one million sales roles will be lost due to automation; so does the dawn of the digital revolution signal the death of the salesman?
“Disruption from the Fourth Industrial Revolution – the digital revolution- is good news for the Sales profession, this unprecedented period of change means consultative selling is more in demand than ever,” comments David Meyer, Managing Director of Clarify.
“The rate of change is accelerating but business leaders need to be agile to adapt quickly. The emphasis is not just about hiring the best sales talent; it’s about creating a vision and a culture to support and empower employees,” Meyer explained.
“This will result in sales teams that operate with more autonomy, increased diversity and this access to different thinking will drive innovation and significant growth.”
Clarify specialises in helping global technology enterprises accelerate their sales performance and transformation; given the specialised nature of the work it was a challenge to find sales people with the skills it needed to scale its business. Clarify changed its selection and development processes to increase diversity of thinking within its team which in turn has driven creativity, innovation and healthy debate.
To adapt Clarify revised its recruitment process, which is now based on a series of assessments designed to highlight key behaviours and critical thinking. In the last 12 months this has helped Clarify to deliver over £684 million in qualified sales pipeline for its clients.
“Now more than ever our employees are joining Clarify not just for a job, they are looking for a career and a purpose. We believe that part of the success of our business is dependent on our ability to really access the powerful critical thinking capabilities in our team. In today’s hyper-connected world the pace of change has now exceeded the pace of learning and everything is ambiguous, chaotic and uncertain. To succeed in the Fourth Industrial Revolution business leaders need to be certain that their organisations are agile, and this happens when teams are given an internal compass and a culture is created where they can thrive.” Meyer concluded.