What’s In Store for Inside Salespeople Next Year?
December 21, 2011
This is a guest post by Dave Kahle, President, The DaCo Corporation
What would I predict for salespeople in 2012? My knee-jerk reaction is to say, “Fewer and better.”
Let me explain. Understanding that my crystal ball is as fuzzy as the next guy’s, here’s my opinion.
First, the economy could go either way. I think there is just as much likelihood that the European debt crises will ooze in our direction and cause a double-dip recession as there is that the economy will slowly improve. Unfortunately, that uncertainty, coupled with what will be the inevitable political maneuvering in this election year, will continue to paralyze many businesses, and we probably won’t see that spike in pent-up demand that typically follows a downturn.
So, in terms of the economy, there probably won’t be a dramatic uptick, but more likely a flat or declining economy, at least until the election.
In only a few industries and isolated segments will salespeople have the luxury of robust demand. More likely, they will have to work harder and smarter than ever before. Customers will continue to see a growing number of options for solutions to their needs, and it will be more difficult to get the customer’s attention.
As a result, it will be a difficult year for the mass of ordinary salespeople. Those who feel entitled, those who would rather just put their time in, and those who are not deeply committed to the profession will find themselves struggling. The mass of salespeople will continue to shirk their responsibility to improve themselves, and, unwilling to put in the time and effort to improve their skills, will struggle as they find their skill sets overwhelmed by the demands of the times. The coming year will see many of them replaced.
On the other hand, “When the going gets tough, the tough get going.” That handful of professional committed salespeople will rise to the surface and demonstrate the results of their professionalism. This minority of salespeople will demonstrate an acceptance of their responsibility for their own results and their commitment to continuous improvement. They will buy the CDs, attend the seminars, and take the online courses designed to improve their skills. They will continually invest in themselves and understand the need to continually “sharpen the saw.” As a result, they will write more of the business, and demonstrate measurable value to their employers and customers.
Pressures will be greater in 2012 than in many previous years. The professionals will rise to the top, and the uncommitted will find themselves in tenuous employment situations.
Truly, in 2012, there will be “fewer and better” salespeople.
Dave Kahle has trained tens of thousands of distributor and B2B sales people and sales managers to be more effective in the 21st Century economy. He’s authored nine books, and presented in 47 states and seven countries. Sign up for his weekly Ezine, or visit his blog. For a limited time, you can purchase his latest book, How to Sell Anything to Anyone Anytime, and receive $534 in FREE bonuses.
For more information, or to contact the author, contact:
The DaCo Corporation
835 West River Center Drive
PO Box 523
Comstock Park, MI 49321
Phone: 800.331.1287 ~ 616.451.9377 ~ Fax: 616.451.9412