What it takes to succeed in sales is changing across industries.
Ability to get power from datanational key account managers need “highly developed Excel skills and competency in handling complex data analytics.” Although this 3M posting is somewhat on the edge , salespeople do need a greater inclination and aptitude for using analytics in customer interactions. This includes an ability to work with algorithmic outputs such as next best action recommendations, and a willingness to share feedback for training AI models.
Two items on the list — collaborating and capacity to adapt — are likely to be in the “hire for” column. In our experience working with clients on recruiting over many years, these are largely inherent traits that are slow to build. Yet some more trainable ones, such as use of digital and virtual channels, make the “hire for” list too. A manager complained, “My reps never signed up to be virtual reps…they want to be out in the field.
For some of the competencies that companies are hiring for, an alternative is to provide centralized organizational resources for supporting salespeople. Say a salesperson wants to send a customer a contract renewal with pricing adjusted based on the customer’s actual past service usage. The salesperson can spend a day digging for all the information and creating a spreadsheet to calculate an answer.
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