It’s natural to question if their success is just plain luck or they happened to be at the right place at the right time. I subscribe to Roman philosopher Seneca who said “luck is what happens when preparation meets opportunity.” But being successful in the past is no guarantee of future success, especially in today’s B2B sales ecosystem.
There’s an emerging challenge facing the B2B sales representative: a majority of the buying process happens BEFORE the prospect engages with a sales rep. Reputable industry research firms like Sirius Decisions estimates 67% of the buyers journey happens digitally before engaging a sales rep and Corporate Executive Board (CEB) estimates it at 57%. Additional viewpoints from Salesforce and TeleSmart Communications estimate by 2020, 85% of buyer-seller interactions will happen online through social media and video. Regardless of the exact percentage, it’s generally accepted that the way businesses buy today is much different from just ten years ago. The digital world we live in provides buyers with countless sources of self-service information and insights which used to require sales rep interaction.
So does this mean the end of the software rep?
Not at all! What it means is today’s software sales reps need to adapt and embrace a different way of selling compared to the past. If it’s true that 2/3rd of the sales process happens before a sales rep is engaged, that results in the sales rep having just 1/3 of the time to really make an impact.