At the 2022 Future of Sales Conference we were joined by Raoul Monks, CEO of Flume Sales Training for a talk focusing on the future of sales development. In the past 2 years Raoul has grown his team, from a team a team of 3 to a team of 10.
Raoul describes sales development as: it is not what happens on the day, it is what happens 6 months down the line.
Raoul highlights some very important changes to the world of sales in the past 2 years and how we must adapt to them. These include:
Only 6 out of 10 sales people are hitting their target.
Based on Gartner research 53% of why buyers choose you, is the based on the selling experience.
Buyers are now outcome focused and crave personalization.
On average it takes 8 approaches until a new client will say yes, but most sales people will give up after 2 approaches.
Raoul goes on to discuss how the personality traits of a sales person have adapted to a new way of working. He also goes on to weigh up the different tech stacks available and how to find one suited to your business.