Paul Writer launches SAP Think Tank ,
Video interview series with Head of Sales highlighting best practices

Marzin R. Shroff

CEO- Direct Sales & Sr. VP- Marketing

Eureka Forbes

On the changing role of sales to adapt to the digital age…

Even before the digital age the role of sales has been constantly evolving as it’s probably the oldest profession in the world. But with the digital age the information is now available at the touch of a button. The salesman has got to add value when he/she goes to the person. Therefore, the salesman has moved from being an information provider to being a knowledge specialist. Also, the salesperson has moved from being a product seller to being a solution provider. This shift has happened today because information is available to everybody but knowledge can only be given by a salesperson as he would need to understand the customer needs, create a specialized solution and then provide that to the consumer. So the digital age has actually helped democratize information and as his/her responsibility the salesperson would need to know a lot more. So one adds value to the customer is by creating a customized solution. Even the process of selling has changed for example the kind of analytics that one looks at today from the sales angle, these analytics was not available earlier. Say the technology as well today you have tabs, mobile apps and all of that so today the whole process has shifted. Today a salesperson carries a tab and he can give a demonstration is any language today and customize and mail a solution to the customer right away. The digital age has allowed sales to evolve on a completely new dynamic.

“The salesman has moved from being an information provider to being a knowledge specialist. Also, the salesperson has moved from being a product seller to being a solution provider.”

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