“We’re finding that the traditional role of the sales person has evolved: the days when fabricating a creative sales spin on product or service features would suffice as the sole orientation for sales have long gone,” explained Pareto director of client services, John Holton.
“An increasingly informed and astute buyer is calling for a more consultative, value-adding approach to selling. And as UK business leaders, it now lies with us to pioneer the change needed to create those skilled sales superstars of the future.”
With the sales profession suffering at the hands of poor public perception, particularly aggravated in the B2C sector by the headline stories of mis-sold PPI or multi-billion dollar fines for banks and pharmaceutical companies exposed for exploiting or manipulating their clients, the industry has struggled to attract and retain the best sales talent. Sharp tactics and product-pushers have traditionally been perceived as characterising the industry, giving sales as a whole a bad name. However, selling may be on the brink of a turnaround as a profession, Nick de Cent argues (‘Sales is set to sit at the top table’, Raconteur Sales Supplement, The Times, October 2012) and as the demand increases for a tailored skill set to meet the demands of the modern market, UK business are looking to change the way they provide sales training for their teams.
“The vision and goal for the industry is clear. We need a movement towards professionalization, recognition across both the B2B and B2C sectors and a consistent code of practice with measurable standards to which the industry can aspire, thus retaining high levels of performance. Combining tools of the trade such as sales training, sales recruitment, assessment, accreditation and aligning each stage of the sales development process can create a culture of sales success,” continued Holton.
“The result will not only drive sales but also impact upon perception of the industry, providing us with the strongest sales teams in the world and establishing the sales profession as one to which graduates aspire, ensuring we attract the very best sales talent.”
As UK GDP figures indicate the economy is finally emerging from the other side of the double dip recession, increased optimism and a growing trend toward organic growth make now the time to implement change, investing in sales training and development. Sharp Practices to Sharp Talent: Creating a Culture for Sales Success provides UK business with valuable insight into the options available and their potential impact upon sales growth.
For more information visit www.pareto.co.uk