Why do we need good salespeople?

Recent insights about how far along the sales process is before a buyer engages with a salesperson might suggest that the day will soon dawn when salespeople become obsolete.

Ever smarter technology, increasing use of artificial intelligence, automated buying processes and the commoditisation of product, would all suggest that salespeople have less of a role to play.?

But is that true?

We would suggest that, in fact, the opposite is true.

When done right, selling connects people, exchanges ideas and improves how things are done. Good selling helps us to understand other people, their cultures, values and beliefs, in ways which create value and opportunity.?While some of this can be achieved through technology, it is a human interaction that is the true enabler.?

It is often said that ‘people buy people’. The reason for that is because it is true! Evidence repeatedly shows that when dealing with someone who is emphatic with your views and beliefs, and then seeks to find ways that help you and your business to grow, you are likely to want to do business with them.???

It is the very fact that a human being is involved that allows us to feel trust, an affinity and a connection when the sales engagement is done well.

Also consider the issue of choice. In a world of rapid innovation, it is becoming increasingly difficult to comprehend the number and variety of new ideas available.

Without having someone to help you navigate the myriad of potential solutions, time and resources are often wasted.?A good salesperson can help buyers see how differing solutions might work for their business. ?They listen and pick up on nuance. They ask questions to prompt different ways of perceiving and solving something.?They can help narrow down options.?The sales professional acting as guide, pays dividends.????

?The value of a salesperson (over technology) is also true from the employer’s perspective.

?Almost every interaction a salesperson has with a customer is an opportunity to provide valuable insight to their employer. They can start to see patterns and trends in their territory, connecting dots in a way technology just can’t.

They become aware of frequently asked questions or repeated needs that perhaps are not yet being fulfilled with a product yet. So, a good salesperson positively impacts ideas for product development and improving customer centric innovation. They help their company understand what is important today, and what will be needed tomorrow.

?Rather than seek to replace salespeople with technology they should be seen as the most valuable engine of a business.?Technology certainly helps, but let’s remember, without professional salespeople, all those employees who design, build, service, support…would not have a job.

?That is because until someone sells something a company will not succeed.?

If you would like to know what makes a good salesperson, please get in touch.