The Future of Selling

A recent blog post on Inc.com really caught our attention. In “The Future of Selling”, author Geoffrey James identifies 4 key areas of change where the sales profession will be transformed over the next decade.

Through our work with leading sales organizations, we’re already seeing these changes taking hold. The blog illustrates our observations perfectly:

“Over the past two years I’ve been working on a set of special reports about the future of the sales profession. My co-author on this project is one of the most respected “thought leaders” in the field, Howard Stevens.

Those special reports are currently available for free on the Chally website (HERE), so if you’re interested, you might want to download them (especially since there’s no guarantee they’ll be free forever.)

Since the future of selling is fairly important aspect of the business world, I thought it might be useful to provide a quick summary of some of the ideas that Howard and I developed in the reports:

1. The Web will make salespeople MORE important.

Conventional wisdom says that the ability of customer to research products and buy them online should make salespeople less important. It turns out that the opposite is the case, and companies are hiring more salespeople than ever.

However, customers expect much more of the salespeople who contact and work with them. Customers now expect salespeople to have an expert’s view of the customer’s business, act as a manager of some crucial part of the customer’s business, and be effective at protecting the customer’s interests within the vendor organization.

2. Sales jobs will become further differentiated and specialized.

Conventional wisdom says that the best sales professionals are hard-driving mavericks who can drum up business, develop opportunities, and close deals like crazy. However, according to Chally’s research, there is no “one size fits all” salesperson any longer.

While some sales jobs may demand the stereotypical “go-getter” behavior, other jobs favor employees with less showy strengths, like strong analytical skills, the ability to empathize with customer problems, or a deep understanding of complex business issues.

3. Universities and colleges will offer more courses on selling.

Conventional wisdom is that top sales professionals don’t need anything other than a high school diploma (if that) in order to sell. However, because selling is becoming more specialized, U.S. firms alone are spending $7.1 billion on sales training every year.

Given the demand, colleges are now ramping up dozens of sales-oriented business classes, many of which are producing exceptional graduates who “ramp up” 50% faster than the average candidate, and are 35% less likely to leave their employer.

4. Selling will be less of an art and more of a science.

Conventional wisdom says that sales is an art (aka “black magic”) that’s only measured by your financial results at the end of the quarter or fiscal year. However, sales-oriented technologies have now made it possible to use science to increase sales performance.

For example, using psychological assessment tests, it’s now possible to create an accurate map of a salesperson’s individual skills, competencies, motivational drivers, work habits and potential for developing new skills. Such metrics make selling (and forecasting sales) more predictable and therefore more manageable.

I could go on, but that’s enough to start.

If I were to summarize what I’ve learned from this project, it’s that selling is now going through a revolution that’s as significant to the business world as the revolution in marketing was in the 1960s and the revolution in computers was in the 1980s.

I’ll keep you posted as I learn more.”

Geoffrey James writes the Sales Source column on Inc.com, the world’s most visited sales-oriented blog. His newly published book is Business to Business Selling: Power Words and Strategies From the World’s Top Sales Experts. @Sales_Source

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Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America.
For more information, please call Scott at 416.424.2316

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About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

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  270. Good day! This post could not be written any better! Reading through this post reminds me of my previous room mate! He always kept talking about this. I will forward this write-up to him. Pretty sure he will have a good read. Thank you for sharing!

  271. Hi! I’m at work browsing your blog from my new iphone 3gs! Just wanted to say I love reading through your blog and look forward to all your posts! Carry on the excellent work!

  272. Hello there! This is my 1st comment here so I just wanted to give a quick shout out and say I really enjoy reading through your articles. Can you recommend any other blogs/websites/forums that go over the same topics? Thank you so much!

  273. Wow, marvelous blog layout! How long have you been blogging for? you made blogging look easy. The overall look of your web site is wonderful, let alone the content!

  274. Hi there! Someone in my Myspace group shared this website with us so I came to take a look. I’m definitely loving the information. I’m bookmarking and will be tweeting this to my followers! Terrific blog and great design and style.

  275. I’m really enjoying the design and layout of your site. It’s a very easy on the eyes which makes it much more enjoyable for me to come here and visit more often. Did you hire out a developer to create your theme? Superb work!

  276. I have recently started a blog, the information you offer on this website has helped me greatly. Thank you for all of your time & work. “Show me the man who keeps his house in hand, He’s fit for public authority.” by Sophocles.

  277. Hmm is anyone else experiencing problems with the pictures on this blog loading? I’m trying to determine if its a problem on my end or if it’s the blog. Any feed-back would be greatly appreciated.

  278. Incredible! This blog looks exactly like my old one! It’s on a entirely different topic but it has pretty much the same page layout and design. Outstanding choice of colors!

  279. Hello, I think your website might be having browser compatibility issues. When I look at your blog site in Opera, it looks fine but when opening in Internet Explorer, it has some overlapping. I just wanted to give you a quick heads up! Other then that, awesome blog!

  280. Great blog! Is your theme custom made or did you download it from somewhere? A design like yours with a few simple tweeks would really make my blog stand out. Please let me know where you got your theme. Thanks a lot

  281. First of all I would like to say superb blog! I had a quick question that I’d like to ask if you do not mind. I was curious to find out how you center yourself and clear your head before writing. I have had trouble clearing my mind in getting my thoughts out. I truly do enjoy writing but it just seems like the first 10 to 15 minutes tend to be lost just trying to figure out how to begin. Any recommendations or hints? Thanks!

  282. Awesome blog! Do you have any helpful hints for aspiring writers? I’m hoping to start my own site soon but I’m a little lost on everything. Would you propose starting with a free platform like WordPress or go for a paid option? There are so many choices out there that I’m totally overwhelmed .. Any recommendations? Kudos!

  283. My partner and I stumbled over here by a different page and thought I may as well check things out. I like what I see so now i’m following you. Look forward to looking at your web page for a second time.

  284. Have you ever considered publishing an ebook or guest authoring on other blogs? I have a blog based upon on the same subjects you discuss and would really like to have you share some stories/information. I know my viewers would appreciate your work. If you’re even remotely interested, feel free to shoot me an email.

  285. Hello! I could have sworn I’ve been to this blog before but after browsing through some of the post I realized it’s new to me. Anyhow, I’m definitely delighted I found it and I’ll be bookmarking and checking back frequently!

  286. Wow that was unusual. I just wrote an very long comment but after I clicked submit my comment didn’t show up. Grrrr… well I’m not writing all that over again. Anyways, just wanted to say great blog!

  287. Hi this is kind of of off topic but I was wondering if blogs use WYSIWYG editors or if you have to manually code with HTML. I’m starting a blog soon but have no coding know-how so I wanted to get advice from someone with experience. Any help would be greatly appreciated!

  288. Please let me know if you’re looking for a author for your weblog. You have some really good articles and I believe I would be a good asset. If you ever want to take some of the load off, I’d really like to write some articles for your blog in exchange for a link back to mine. Please shoot me an email if interested. Kudos!

  289. I love your blog.. very nice colors & theme. Did you create this website yourself or did you hire someone to do it for you? Plz reply as I’m looking to create my own blog and would like to know where u got this from. thanks

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  297. Do you mind if I quote a couple of your posts as long as I provide credit and sources back to your website? My blog is in the exact same area of interest as yours and my users would truly benefit from some of the information you provide here. Please let me know if this okay with you. Cheers!

  298. Wow that was strange. I just wrote an incredibly long comment but after I clicked submit my comment didn’t appear. Grrrr… well I’m not writing all that over again. Regardless, just wanted to say great blog!

  299. Have you ever considered about adding a little bit more than just your articles? I mean, what you say is fundamental and all. But imagine if you added some great graphics or videos to give your posts more, “pop”! Your content is excellent but with pics and clips, this site could certainly be one of the most beneficial in its niche. Amazing blog!

  300. We absolutely love your blog and find almost all of your post’s to be precisely what I’m looking for. Does one offer guest writers to write content to suit your needs? I wouldn’t mind publishing a post or elaborating on most of the subjects you write concerning here. Again, awesome site!

  301. Hello, I think your site might be having browser compatibility issues. When I look at your website in Chrome, it looks fine but when opening in Internet Explorer, it has some overlapping. I just wanted to give you a quick heads up! Other then that, superb blog!

  302. Good day! I know this is kinda off topic but I’d figured I’d ask. Would you be interested in exchanging links or maybe guest authoring a blog post or vice-versa? My site discusses a lot of the same topics as yours and I believe we could greatly benefit from each other. If you might be interested feel free to send me an email. I look forward to hearing from you! Excellent blog by the way!

  303. Write more, thats all I have to say. Literally, it seems as though you relied on the video to make your point. You clearly know what youre talking about, why throw away your intelligence on just posting videos to your site when you could be giving us something enlightening to read?

  304. Exceptional post however , I was wondering if you could write a litte more on this topic? I’d be very thankful if you could elaborate a little bit more. Appreciate it!

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  306. Superb post however I was wondering if you could write a litte more on this topic? I’d be very thankful if you could elaborate a little bit more. Appreciate it!

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  308. Hey there just wanted to give you a quick heads up. The words in your content seem to be running off the screen in Firefox. I’m not sure if this is a format issue or something to do with browser compatibility but I figured I’d post to let you know. The design look great though! Hope you get the issue fixed soon. Cheers

  309. When I originally commented I clicked the “Notify me when new comments are added” checkbox and now each time a comment is added I get three emails with the same comment. Is there any way you can remove people from that service? Appreciate it!

  310. It is truly a nice and useful piece of info. I’m satisfied that you shared this useful information with us. Please keep us up to date like this. Thanks for sharing.

  311. Sweet blog! I found it while surfing around on Yahoo News. Do you have any tips on how to get listed in Yahoo News? I’ve been trying for a while but I never seem to get there! Cheers

  312. Does your website have a contact page? I’m having problems locating it but, I’d like to shoot you an email. I’ve got some suggestions for your blog you might be interested in hearing. Either way, great site and I look forward to seeing it improve over time.

  313. Hmm is anyone else having problems with the pictures on this blog loading? I’m trying to determine if its a problem on my end or if it’s the blog. Any suggestions would be greatly appreciated.

  314. I’m truly enjoying the design and layout of your site. It’s a very easy on the eyes which makes it much more pleasant for me to come here and visit more often. Did you hire out a designer to create your theme? Fantastic work!

  315. Hey there just wanted to give you a brief heads up and let you know a few of the pictures aren’t loading correctly. I’m not sure why but I think its a linking issue. I’ve tried it in two different browsers and both show the same results.

  316. With havin so much content do you ever run into any problems of plagorism or copyright violation? My blog has a lot of exclusive content I’ve either written myself or outsourced but it looks like a lot of it is popping it up all over the internet without my agreement. Do you know any techniques to help prevent content from being stolen? I’d truly appreciate it.

  317. Exceptional post however , I was wanting to know if you could write a litte more on this topic? I’d be very thankful if you could elaborate a little bit more. Appreciate it!

  318. Hi there! I know this is kind of off topic but I was wondering if you knew where I could find a captcha plugin for my comment form? I’m using the same blog platform as yours and I’m having problems finding one? Thanks a lot!

  319. Hey outstanding website! Does running a blog like this require a lot of work? I have very little knowledge of programming but I was hoping to start my own blog in the near future. Anyways, if you have any suggestions or tips for new blog owners please share. I understand this is off subject however I simply needed to ask. Kudos!

  320. Hey there! Someone in my Facebook group shared this site with us so I came to look it over. I’m definitely enjoying the information. I’m bookmarking and will be tweeting this to my followers! Exceptional blog and excellent style and design.

  321. Hello just wanted to give you a quick heads up. The text in your post seem to be running off the screen in Safari. I’m not sure if this is a format issue or something to do with internet browser compatibility but I figured I’d post to let you know. The design look great though! Hope you get the issue resolved soon. Thanks