The Evolution of the Sales Profession Since the Mad Men Era
A breakdown to the evolution of the sales profession from the 1960’s to present day.
In the 1960s
This was the mad men era, the art of pitch was the in thing. Selling was done in person. Although this is still in use today, technology has provided more convenient alternatives. Telephones, mails and physical presence of the sales man was the norm. Irrespective of the sales pattern you intend making use of, a proper understanding of the basic needs of the client is necessary. By doing this, you will be able to capture the real essence of their brands.
In the 1970s
This was an era of the door to door sales. You needed to have confidence in your products. This manner of sales existed before 1970, but this was the height. It was during this time that vacuum cleaner sales men would throw dirt on your carpet in a bid to demonstrate the effectiveness of the machines they were selling. The strategy was to know the strengths of the products that you sell and be certain for sure that the products can perform the job as said.
In the 1990s
This was an era of email messaging. With the rise in popularity of AOL and Yahoo, sales reps took advantage of this and it affected the future of the industry. It was a time when people loved to hear, “You’ve Got Mail” when they checked their inbox. The strategy is to use emails and user profiles to provide clients with customised services and also send trial incentives to new and potential clients. A research revealed that about 67% of clients send their email addresses to companies so they can receive updates with respect to promotions and discounts.
During this time, Customer Relationship Management, CRM, became personal. For mid-market companies, 85% of them makes use of CRM to maintain the prospect of their information. The ideal selling strategy was to make sure that CRM systems was integrated with other sales software that might be in use.
This was an era of social integration with friends. Sales persons took advantage of social media sites that were originally meant for friends and family to remain connected. This is obvious as over 77% of B2C companies have acquired new clients from Facebook. For B2B companies, 61% of the marketers use social media sites like LinkedIn and Facebook to increase lead generation.
By 2010 and Beyond
This is an era of automation. Sales reps are looking for ways to do things automatically. Organisations should leverage on intelligent sales automation based on the amount of data available to their companies. This will boost productivity and increase efficiency of the sales company. This will result in an ever increasing revenue. Intelligent sales automation has been discovered to boost sales by more than 400%. The strategy to optimise sales is by implementing the latest intelligent sales technology.
It is worthy of note that there will always be a constant change with respect to technological advances and industrial growth. The best sales person will seek to adapt and optimise these developments to achieve an enduring success.