Digital Selling and Sales Training Journal

Originally published The Essential Sales Skills - The Digital Sales Institute : In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. The world of selling is moving fast around us, moving towards digital, moving towards soft skills and moving towards helpful consultative selling without the hard sales pitch. Regardless of how we consume our sales training, the program content should ideally target the essential sales skills. Make sure the online sales training program includes some of these sales skills. Soft Essential Sales Skills Salespeople who excel at the soft skills outperform their competitors by more than 30%, outperform them in areas such as close ratio, size of sales, and customer retention. Success in today’s marketplace is all about the soft skills.

Sales Training Programs Online Sales training programs online could become the preferred delivery channel over the next few years. Online sales training has both advantages, disadvantages, and parity with the more traditional approach to up-skilling salespeople. Remote working, flexible working hours, cost, productivity, and preference will lead to sales training being delivered online with a decline in traditional instructor led classroom training. The hard reality facing salespeople and sales leaders is that the selling environment has changed dramatically. Whether that is as a result of disruption, digital platforms, and buyer preferences. The impact is an increasingly competitive market, meaning that every business has to fight their corner to avoid revenue decline, customer churn and competitor moves. As salespeople are to the fore of human to human buyer interactions, training them has to mirror the digital journeys most customers now take. Add in the fact th