Sales is undergoing massive change as the role continues to adapt to the changing behavior of b-to-b buyers. Because buyers are able to empower themselves with product information that is widely available online, they are less reliant on sellers early in the sales cycle.
Successful sellers have responded to this new reality by offering buyers industry insights and product expertise that add unique value to the research buyers are doing on their own – and by becoming more technology savvy, more prepared to respond to the questions of highly informed buyers, and more process driven. Not surprisingly, the chief sales officer role is also changing to reflect these changes in buyer/seller dynamics.
Many traits of a successful sales leader remain the same as they always have – including having a competitive makeup, energy and passion, strong interpersonal skills, empathy with buyers, exceptional communications and listening skills, the ability to hire well and inspire a sales team, and excellent execution abilities. Modern, best-in-class sales leaders combine those more traditional traits along with the following five characteristics:
To learn more about how modern sales leaders are building scalable and repeatable revenue engines, please contact us.