9 Sales Trends for 2012

1. Selling will be different – The techniques that work in 2012 will incorporate Consultative Selling, Solution Selling or SPIN Selling.  The sales team must uncover the prospect’s needs and issues before prescribing a solution. Prospects want to know how your products and services and can make a difference in their organization.
    
2. Sales reps will work smarter –They will sharpen their skills through sales training and coaching.  Sales reps will invest more time thinking strategically about markets who can buy now, methods of company research, and how to get to the right decision-maker.  Time management will be critical and technology will be the key to sales success.
    
3. Sales skills will define department success –Today’s sales person should have come to the department with some sales experience.  The sales person adjusts to today’s customer and cultivates a new set of skills to deal with this new buyer.  Those skills include patience, listening, creative problem solving, dealing with ambiguity and complexity and knowing the value of their products and services for a specific prospect.
    
4. Prospecting will be web based –The sales person can thoroughly examine a prospect before the contact is made.  This prequalification method saves time and targets the right prospects.  Company reports and history can be examined and understood, financial integrity and future growth patterns all help to determine if this is a viable prospect worthy of your time.  The contact is then made by using e-mail, Skype, instant messaging, maybe the phone, but perhaps not.
    
5. Boomer managers are being replaced by Gen X managers –Understanding the different generations and how to sell to them will be critical in 2012.  Gen X Managers are in their 30’s and 40’s and are typically better educated.  They grew up with computers and will expect the sales person to use technology to demonstrate or sell. Determine if your sales call is with a Boomer or Gen X, and then plan your tactics for the call.
    
6. Successful colleges and universities will have a strong CRM –The contract training department needs a CRM designed for the unique needs of conducting a business within an academic institution.  This includes ease of contact entry, pipeline reports, forecasting management tools and dollar volume of business.  If your CRM system is a “tack on” to the main college or university system—this is the year to get the tools needed to be agile in your business.
    
7. Buyers are smarter now –They already have done their homework and may know what they think they need to improve their organization.  They may purchase on-line training from another organization to avoid dealing with “order taker” sales people who simply process their request.  Many colleges and universities are transitioning into the blended world of on-line and personal selling.
    
8. Mass marketing is out –The day of mailing 20,000 catalogs to every home in a county is over.  It is not only expensive, but doesn’t have a long shelf life.  Niche sales and marketing strategies are becoming the norm.  Be more targeted in sales planning and prospecting efforts.  Compile your own lists.
    
9. Engage in social media –Create a business Facebook Page, start a conversation on LinkedIn, and utilize Twitter.  Social Media is the new “cold call”.  Use sharing buttons so readers can spread the content for you.

To Contact CT Edge:

Contract Training Edge, LLC
941-275-4808 (telephone)
kyeager@ctedge.net