Although there are many different aspects of a sales transformation, a large component will be the training and development of human capital.\u00a0 When Sandler looks at the landscape for the 2020s, there are three groups to focus on.<\/p>\r\n\r\n\r\n\r\n
1 \u2013 Experienced Salesperson<\/strong>:\u00a0 The most significant risk is the inability to shift mindset, and the group faces a rude awakening if they\u2019re not willing to adapt.\u00a0 If you want to have sales success for 10 more years, getting comfortable in the virtual environment is priority #1. The group must set their ego aside, be uncomfortable and be willing to ask for help.\u00a0 Should you keep this group around?\u00a0 Maybe, if you can answer yes to these three questions:<\/p>\r\n\r\n\r\n\r\n 2 \u2013 Brand New Salespeople<\/strong>: The most considerable risk with this group is lack of real-world experience and getting lost inside an organization.\u00a0 This group could accidentally wear slippers to an in-person meeting.\u00a0 Challenges with onboarding brand new people and getting them up to speed are one of, if not the most common, challenges we hear from revenue leaders.\u00a0 How do we effectively onboard someone who works out of their parent\u2019s basement?\u00a0 With corporations cutting development programs at a massive clip, what will the long-term impact be to new entrants to the workforce?\u00a0 We must adapt our process to the new reality; the old ways of working just got a lot older.\u00a0 When thinking about this group, some questions to ask yourself are:<\/p>\r\n\r\n\r\n\r\n 3 \u2013 The Moveable Middle<\/strong>: This group has the most to gain and the best chance of moving the needle for a sales organization.\u00a0 This group was on-boarded years ago, has time in front of real-life clients, but is tech-savvy enough to have pivoted to the virtual environment with ease.\u00a0 These are your hybrid salespeople and future stars.\u00a0 They can seamlessly weave into virtual and in-room meetings, and unlike some of their more tenured colleagues \u2013 they embrace continuous learning.\u00a0 When evaluating this group thinks about:<\/p>\r\n\r\n\r\n\r\n\r\n
\r\n