The role of a sales professional has evolved. There's no question about it. Gone are the days pounding on doors, taking clients out to the golf course or boozing them into a sale.
This infographic from Docsend helps explain the change and how your team can keep up. It uses data from CEB, McKinsey, Jeffrey Gitomer, HBR, Salesforce State of Sales 2015 and LinkedIn State of Sales 2016. Some key takeaways:
Old-school sales teams are disconnected, isolated and disorganized;
Sales teams can catch up by consulting, customizing and gaining consensus; and,
Companies with 50-60% of staff in dedicated sales support roles see better sales ROI.