By Pat Hinds
As well as operating POIM Consulting Group, a company that provides sales 2.0 services, I am a sales person that is making the transition from sales 1.0 to 2.0. The process of making the sales 2.0 change is not easy for older sales people; you need a unique combination of process change combined with technology adoption. A friend of mine gave me an article that explains the difference between a “digital native” and “digital immigrant”, this concept also applies to sales 1.0 and sales 2.0.
“A digital native is a person for whom digital technologies already existed when they were born, and hence has grown up with digital technology such as computers, the Internet, mobile phones and MP3s. A digital immigrant is an individual who grew up without digital technology and adopted it later.”
What are changes that a sales 1.0 person has to adapt to?
– Sales 2.0 rep sales territory is more defined and needs to focus on capturing market share.
– Sales 2.0 rep has to incorporate CRM into the daily selling process.
– Sales 2.0 needs to change from a road warrior to a telesales and web collaborator.
– Sales 2.0 needs to be able to research on their customer on a daily basis.
– Sales 2.0 needs to be solution focused during all phases of the sales cycle.
Older sales people, like me (43 years old) are sale 2.0 immigrants and the expectation of employers is we will be able to adapt and adopt 2.0 processes at the same rate as 2.0 natives. As I am going through the process of change at times I feel overwhelmed at times, but two weeks ago I had friend of mine tell me that that they have stage four cancer. When you see a person go through the process of terminal cancer you put things like the process of adopting sales 2.0 into perspective.
Without trying to be too much of a downer, the message of the blog is if you are a sales person being asked to change your sales style embrace the change; in the big picture it isn’t so tough. We are lucky to have the opportunity to change; use this opportunity to energize your career and take you to new heights.
If you get a chance please give my friend Shawna a positive thought to give her strength to battle her cancer.
Topics: Sales Consulting