The Next Generation

I’ve seen the future and, while promising, it needs some work. Over recent months I’ve been training sales teams with many of the reps under the age of 35. (Everyone seems younger to me these days!)

In training these teams I’m recognizing how far we are removed from the strategic and tactical selling fundamental days of the 80’s and 90’s. While eager, teachable and capable, there’s a generation of salespeople out there operating under sales cliches that myths rather than clear-thinking sales methodologies, foundational principles and sound practices of selling excellence. Fortunately it’s a fixable situation with plenty of upside.

I’m encouraged by the response to the call for personal responsibility and professional sales organizational development. It bodes well for the next generational sales rep, manager and company. With guidance and direction in effective sales activities and modern application of proven frameworks and practices, new waves of sales professionals are gearing up for the challenges facing them.

Indeed, the future always requires hard work and preparation. I see a world of promise and potential.