The evolution of sales - adapting to the changing customer

COVID-19 has changed the way leaders think about customers, how they go-to-market and the role of sales. With restrictions beginning to ease, many are turning their minds to what this function will look like once normality returns.

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Over the last few decades, customers have become self-informed and discerning, forcing organizations to shift from a legacy relationship selling model, to a multi and then omni-channel engagement approach. In order to succeed in this new digital first environment, the core role of sales must further evolve to become more customer and journey-centric, insight-led and progression-focussed.

Download this infographic for insights on how sales has evolved, shifts in market and buying dynamics and three prevailing sales models.








For a deeper exploration of the sales capabilities that will enable your reps to deliver ongoing customer and commercial success - download the next infographic in this series: