Digital Sales Transformation is about growth, profitability, sales effectiveness and customer loyalty
Digital sales transformation impacts every business and salesperson who wishes to win the the digitally influenced sales process. Digital sales transformation includes digital selling, social selling, online sales tools and the use of data in selling.
Digital Sales Transformation is about how a businesses sales capabilities and the salespeople’s competences need to be developed to address the “Digitally Connected Buyer”. It’s about meeting the changes in sales training, coaching, sales skills development and how we use digital tools to connect with customers ”.
Digital Sales Skills Gap
Digital sales transformation impacts every sales strategy and tactic across the entire business.
As a result, the demand for digitally savvy sales professionals with relevant and up-to-date selling skills is growing to meet buyer’s expectations.
In the pursuit for digital selling skills needed in the digital economy, organizations need to look internally to assess what social selling and digital sales expertise exists in their current workforce.
Digital sales transformation starts by identifying the current skills, knowledge and tools of the sales teams in engaging customers online. The Digital Sales Institute has a range of online sales training courses that addresses the specific needs of an organization or salesperson to compete in the digital era.
Sell the way Customers want to Buy
Old interruption based sales training and marketing methods are declining in effectiveness.
“In the next 10 years, 57% of B2B purchases will be influenced by digital – Forrester”
Digital sales transformation in both B2B and B2C is about using data and sales tools to pick up on the digital clues buyers are leaving on the social networks everyday. This offers every business an opportunity to engage with them via digital selling, sales prospecting and social selling.
The traditional sales process, which we are all familiar with, has been made obsolete. In the world of sales, the most significant change is that digital connectivity and social media has put the power in the hands of the buyers.
Business leaders need to infuse digital sales transformation into the traditional sales process in order to develop, advance and maintain relationships with today’s tech savvy buyer.
90% of decision makers say that they never respond to cold outreach – (Harvard Business Review)
Make Digital Selling Part of your Sales DNA
Digital sales transformation is about embedding social media, social selling digital sales tools and digital selling into the genes of the organization for the long term. The companies who will win out in selling to the always connected buyer will create a culture that embraces the concept of being a “social business”.
For buyers, when seeking out vendors The Internet and Social Media is the go to channel for research. It is now so easy for potential customers to find out anything they want about your products, service (both the good and the bad) and even pricing. The self-educating buyer doesn’t rely on what your marketing material says as there are many places where they can get an unedited take on what it’s like to buy from you.
The challenge for companies is to use a digital sales transformation program re-tune their sales teams to this new world with sales training courses.
Digital Sales Are Here to Stay
Today’s buyer is digitally-driven, mobile, socially-connected, empowered with unlimited access to real-time information about business problems, products, companies, competitors — about all sorts of things.
Also, buyers don’t have to rely on brands, sales tactics, interruption marketing or salespeople for information, because they can find that freely on the web.
Only 3% of your target market is ready to buy right now- Gartner
So sales management and leadership need to help the sales teams to understand that the buying world, the buyer, the buying committee has dramatically changed. It is online and on the social media networks that the modern sales force need to live, research, communicate, network, relationship-build and use sales skills such as social selling and digital selling to earn trust.
Millennials now control over 56% of ALL B2B Buying Decisions