The 2 key sales skills in the training and selection of B2B/Industrial salespeople
Posted: Mon Dec 09, 2024 4:43 am
The old days of “what are you doing in the office, guys, get out of the office” or measuring the productivity of B2B salespeople only by turnover or time in the office (in the negative) are gone. The new purchasing behaviour of B2B and Industrial customers forces B2B companies to take 2 key sales competencies very seriously in the training and selection of B2B Industrial salespeople.
Today on the BtrueB B2B blog , we want to talk to you about how to plan the training and selection of B2B – Industrial salespeople around 2 key competencies for the B2B sales network of the future. We talk about communication and Commercial Intelligence.
Both skills will have to be latvia phone number resource managed independently on a daily basis by any salesperson or salesperson who aspires to be successful in B2B or industrial environments.
B2B or Industrial purchasing processes are very complex and lengthy processes, where several people participate. Decisions take time to be made and the digital world has multiplied and personalized to the maximum the points of contact and messages that each person involved in the decision receives.
On the other hand, a new generational profile is incorporated into the decision with very autonomous search habits and value criteria closely associated with the way of doing things and community connection.
Specifically, in order to understand this last point about GenZ, we recommend reading the MarketingDirecto.com article “Generation Z breaks the mold for brands and takes them out of their comfort zone”
All this has left many B2B or Industrial salespeople out of the game, who were used to a different profile and more familiar and predictable behaviour of the B2B/Industrial purchasing professional.
The first personal contact now begins much later and with a very high information and prejudice load on the decision-maker. The potential client has already done his or her independent search.
Today on the BtrueB B2B blog , we want to talk to you about how to plan the training and selection of B2B – Industrial salespeople around 2 key competencies for the B2B sales network of the future. We talk about communication and Commercial Intelligence.
Both skills will have to be latvia phone number resource managed independently on a daily basis by any salesperson or salesperson who aspires to be successful in B2B or industrial environments.
B2B or Industrial purchasing processes are very complex and lengthy processes, where several people participate. Decisions take time to be made and the digital world has multiplied and personalized to the maximum the points of contact and messages that each person involved in the decision receives.
On the other hand, a new generational profile is incorporated into the decision with very autonomous search habits and value criteria closely associated with the way of doing things and community connection.
Specifically, in order to understand this last point about GenZ, we recommend reading the MarketingDirecto.com article “Generation Z breaks the mold for brands and takes them out of their comfort zone”
All this has left many B2B or Industrial salespeople out of the game, who were used to a different profile and more familiar and predictable behaviour of the B2B/Industrial purchasing professional.
The first personal contact now begins much later and with a very high information and prejudice load on the decision-maker. The potential client has already done his or her independent search.