Competency Validation Research from Caliper Used to Outline New Sales Models
PRINCETON, N.J., Aug. 22, 2017 /PRNewswire/ — CALIPER, a global talent management consulting firm based in Princeton, NJ, announced the release of new research findings on the changing role of sales. The whitepaper, “From Charismatic Persuader to Knowledge Broker: The Evolving World of Sales” is based on a meta-analysis of more than 15 years of data in the area of sales performance and explores new sales success profiles.
According to Dr. Thomas Schoenfelder, senior vice president and whitepaper author, “the most impactful changes in the reality of today’s sales professionals include significant increase in the sophistication of the buying process, as well as the amount of product and company information available to the customer at the earliest stages.”
This fundamental market shift means that buyers are well-informed long before they are introduced to sales professionals. As such, buyers are likely to be fully aware of the features and benefits of a product or service, what competitors offer as alternatives, and reviews from other companies that have previously engaged the vendors and suppliers, thereby significantly changing the role of today’s sales professional.
Based on competency validation research, Caliper identified six new sales models that businesses must adopt to more closely align with how customers buy in today’s complex environment. It’s important to note there are different approaches to sales that organizations may consider, depending on the type of product they sell and their client base.
These sales approaches include: ‘The Collaborator: Consultative Sales’; ‘Subject-Matter Expert: Technical Sales’; ‘Sales Through Service: Account Service Specialist’; ‘The Knowledge Broker: Strategic Sales’; ‘Traditional: New Business Development’; ‘Other Traditional: Account Development’
Although some elements of sales remain as important as they were in years past such as initiating relationships, building rapport, and establishing credibility, HR professionals are tasked with understanding this business shift as they look to bring salespeople on board who will remain engaged, loyal, and ultimately succeed in taking companies to the next level.
“Today’s successful sales professional can no longer expect to show up, fill the room with personality, and win based on a persuasive presentation of features and benefits,” says Dr. Schoenfelder. “To be successful, today’s sales professional must serve as a business consultant and partner and help the company hone its competitive advantage by clearly conveying deep, contextual knowledge of the needs of the customer organization, competitor activity, trends in the customer’s customer base, and how the -product being offered will address strategic issues and provide real ROI”.-
The groundbreaking research is available in a downloadable whitepaper titled, “From Charismatic Persuader to Knowledge Broker: The Evolving World of Sales.” Individuals can download the whitepaper by clicking the title above or by calling (609) 524-1200.
About Thomas Schoenfelder, PhD.
Senior Vice President, Research and Development at Caliper
Tom Schoenfelder, Ph.D. leads a team of industrial/organizational psychologists, psychometricians, statisticians, and product development professionals to develop, deliver, and monitor all of Caliper’s research-based products, services, and processes. Dr. Schoenfelder holds a Ph.D. in Industrial/Organizational Psychology from Temple University and offers 25 years of experience in managing high-impact performance improvement initiatives, providing organizational diagnostics, assessment design, intervention implementation, and evaluation. Leveraging his expertise in psychometrics, applied research design, competency modeling, and organizational development, he has significantly impacted the performance of many companies such as Prudential Insurance, John Hancock Financial, and many more.
Caliper is an employee-assessment and talent-management-solutions company that helps businesses align talent with strategy; hire better people faster; and develop leaders, teams, and mission-critical employees. We partner across all types of organizations, industries, and sectors – from Fortune 500 companies to small businesses and from government agencies to non-profits. Our solutions are built from a unique combination of rigorous behavioral science, leading-edge technology, and deep expertise. Whether you need to hire for an important position, promote from within, reduce turnover, improve team effectiveness, or develop current and future leaders, Caliper can help you make the best talent-management decisions.