Last week, the PTDA held its Virtual Industry Summit and, as expected, the focus was on handling the uncertainty of an industry still battling a pandemic, election anxiety, and civil unrest. With only two months left in the calendar year, most have already written 2020 off and are looking to position themselves for a 2021 rebound. For insight into the sales front, the PTDA brought in co-founder and managing partner for Indian River Consulting Group, J. Michael Marks.
Marks’ presentation,什么销售传送格式ion Actually Mean?研究了冠状病毒大流行如何大大加快传统领域销售驱动模型的消亡。他表示，对于那些调整到这个新正常的人 - 伟大的人！现在，至少。他说，客户需求上升，增加幅度压力和老化销售部队不会消失。因此，传统经销商的业务已经无法维持。标记提出了解决方案，并急剧推出的策略，用于处理持续的市场中断，需要做新事物并第一次做好。没有小任务。但是，痕迹表示，乐观的某种基线水平，焦点，很快就有一些转型销售增长机会。这只是他演示文稿中的一些关键外卖。
•Millennial buyers are not interested in recurring visits for sales reps
According to global research and advisory firm Gartner, by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. This is because 33% of all buyers desire a seller-free sales experience – a preference that climbs to 44% for millennials.
• We now see internet-driven price transparency and the exposure of distributor cross-subsidies. Amazon Business is creating existential margin pressure as the market unbundles (it’s cheaper to get a product and no service).
•标记表示，即使在控制下降之后，也可能会面临以下一些或全部挑战：
- 通过直接地利用新的客户接受技术的制造商
- 亚马逊等传统竞争对手通过电子整合他们的后台汇集大型买家（他们的重点是补充MRO材料）
- 招聘难度，因为申请人想在家工作
- 两年的不可靠的供应链，重复鞭打震荡
– You will be competing against the early adopters in your industry that may have been investing in sales transformation for years that will have lower SG&A costs than you do where their sales forces have been shifted from market serving to market-making. They will also be locking customers in with digitally integrated back offices.
• Marks’ said getting the “sales” out of transactions is crucial going forward.
“In the beginning, sales reps were all self-directed and told to look at their territories as their own businesses. Most sales reps were paid incentives on gross margin and the idea was they could eat what they killed. It was all about individual performance. As market complexity increases, the role transitions from being self-directed to being management directed as the point of the spear in market-making, not serving. The rep is provided with missions, tools, and rules of engagement. This is driven by scale, but small firms will never need to change.”
Bottom Line
标志着，尚未启动销售转型之旅的分销商已经追随竞争对手的50％。
“Sales transformation is proven with many early adopters operating at scale. There are many places to join in the process and get started.”
这是市场领导者的一个好主意不再有问题。
PTDA
www.ptda.org
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