I was going to call this “Are you a Modern Sales Hipster?” but I thought the word “Rep” was a little more timeless, so I settled on “Are you a Modern Sales Rep?”
Why the question you may ask and how does it affect the sales process?
The reason for this question is pretty simple, I was in a sales meeting for a few hours the other day with a business owner and his business development manager and the reason I was there was to plan the future of our two companies working closely together in the new direction they were heading in.
At the end of this meeting, when I was ready to get into my car, going through the final part of the meeting I asked the question, “Did anyone else get where you are coming from with this project, new direction and future plans?”
The reply was no.
And there I had the answer and this is where I got the question above.
The meeting involved their business expanding online into many different areas and also their sales funnel channel changing too and the good thing is I knew exactly what they were talking about, what they need from me to succeed as I have performed this whole process when I was running my own business in a different market many years ago.
I got them, I got where they are coming from and I get where they are heading and it all involves technology and modern sales processes online.
So in this case and being a modern sales rep in regards to tech and online was a massive benefit to me and will be to my budget bottom line in the coming months and years.
In the industry I am currently selling in, many of the customers and companies I deal with have old computers, and old sales techniques and processes.
I must point out here I don’t claim to be the be all and end all sales guru, but I do know how to adapt on the run and use my skill set wisely and also learn more as I go to improve.
The old sales process still exists in the market I am in and it still has its place in sales, the phrase coined for this process is “Order Taker”.
Now you can probably tell what an order taker is, they take orders and place them.
The order taker is generally someone who has been in the sale role for many years, knows his base customers really well and 9 times out of 10 is working for a large company with a moderate to large customer base.
I said above that the order taker still have their place in sales because they do, some sales roles and sales careers are solely built and rely on the ability to hand ball information through and this type of selling still needs a certain skill set to work.
The order taker, in a tough market, may not have the skill set to look outside of the box and look to expand their market to a broad variety of customers without coaching and a bit of prodding.
So I ask you now, are you a modern sales rep or are you just order taker?
If you are the latter, it is time to set aside part of your week to start learning new skills.
The modern sales rep must be a lot of things to a lot of different people and in a modern world you must embrace technology to keep ahead of the rest of the pack.
Whether this is just using or learning how to use word documents, spreadsheets, emails, websites, CRM systems, CSV files, quote systems, product knowledge, sales reports, information sharing and more.
They all have a placed in making your day more efficient, productive and giving yourself the best ability to win that next order over your competitors.
The benefits of learning new skills are immeasurable in sales and also in the modern business world.
So keep learning, keep selling, keep embracing technology and keep trying to be a Modern Sales Rep.