It is estimated that almost 1 Million jobs will be eliminated in the traditional role of “sales person” in the next 5 years in the United States. The signs of change are all around us. Buying processes have been altered in very specific and critical ways. The natural implications are that we must change the way we sell when our buyers change the way they buy from us. The sea change for what has been traditionally called selling has already started and momentum is building. If sales is the engine that drives revenue and subsequently business growth, how are sales leaders and their people to react to the changes driven by technology, regulation and governance in the marketplace? We are entering a new era of sales, and adaption is imperative for reps, managers, and executives. In “Life After the Death of Selling: How to Thrive in the New Era of Sales,” Tom Searcy lays out for the senior executive, front line sales leader and the sales person what their roles will be and how to leverage new techniques to not only survive this dramatic change, but to thrive and grow.
