Customer Focus is shifting from a competitive advantage to a necessary ticket to play the game. Adaptability and Responsiveness are key skills for tomorrow's salesperson. The nature of the market shows no mercy. The wisdom of developing one's individual strategy to be adaptable and responsive will provide a key competitive advantage. Enthusiasm must be generated by the customer.
Good employees prefer to work in a business with enthusiastic customers.
It has become clear that the sales process of tomorrow will require more and deeper skills than are required today. Now the sales process must require greater coordination to best maximize value delivered to the customer. The individual salesperson must possess an array of tools and skills and know how to use them wisely. For those salespeople that can bring those kinds of skills to the marketplace the rewards are well worth the trip. They may prove to be the highest compensated employees in the business.