Staying relevant and Selling in the age of “Live Enterprise”

Today, we know that a Live Enterprise is one that has the innate ability to discover, adapt, and respond to its constantly changing environment in an attempt to ‘living and thriving through change.’ A notion that is turned on its head when you think about a sales organization and its continuous need to evolve skills and predict customer needs ahead of everyone else.

A live sales organization is not just empowered to think and respond, but also to innovate to the beat of customers’ needs and the market in general; thus, becoming intrinsically linked to an extensive network of living enterprises, and the very proponent of the shifts and swings that it has to adapt to and stay relevant. Sounds complex? Like humans, living enterprises are.

About a decade ago, the blockbuster movie Avatar, explored a similar concept of deep, tangible, living networks between the beings of Pandora and its environment. This truth hit home recently in the context of Live Enterprises – that we’ve always lived in such a deeply interconnected universe. What is changing now is our ability to touch and perceive the change. If not physically, but through Data, Automation, Analytics, and AI. They allow enterprises to look deep into their organizations and leverage industry-leading partnerships to strengthen digital capabilities in a rapidly changing business landscape.

The real question we must then ask ourselves, is, how do we prepare our sales organization to stay relevant? We have approached these shifts in three concrete ways:

• Hiring new sales talent and training them to understand and predict customer’s digital needs
• Reskill and train our seasoned sales force to ensure relevance in the context of established client relationships and continue to expand them
• Infuse millennial, digital-native talent to open new accounts

To further boost these efforts, we have created specific programs to go after theme-based, proactive large deals that will appeal to our clients. With these fresh new ideas, refreshed sales processes, data-driven sales intelligence, and socially enabled go-to-market strategies; our sales teams are now ready to take to new, expanding sales frontiers.

Our products and platforms, such as Finacle? for banking and Edge and Infosys NIA? for Robotic Process Automation and AI, are up to the task as well. We have strengthened these platforms to be able to collaborate with the startup partner ecosystem to create market-leading solutions to achieve greater client adoption through open APIs.

Seizing the benefits of a ‘Live Sales Enterprise’ in this age of no constants is no mean feat. The good news is we have a passionate and talented sales force that continues to attract the best in the industry, keen to take on the world and become deeply ingrained in our client’s journey to help them navigate their next.