A combination of more sophisticated customers, increased competition and the economic downturn is driving an increase in professionalism in the sales sector, but sales structures will need to change to provide the flexibility and support to manage and incentivise sales forces, according to Callidus Software.
A report from Callidus Software shows 41% of salespeople find 2008 targets challenging. However it also shows sales pay is 8.5% higher than marketing, finance and HR staff.
Bill Schuh, vice-president for Europe at Callidus Software, said: "Companies need to look at their sales organisations to ensure that they have the right skills in their sales staff if they want to prosper. The sales function should be a company's lifeblood, but it needs to become as professional as the rest of 21st century business if it is to retain its importance."
He added: "The superstar salespeople of the future will have dramatically different demands than they have today. Rather than just looking for high salaries, they will also want a combination of professional support and career progression to enable them to deliver on their promise and rise up in the organisation."
Employers need major rethink of sales skills training
Sales staff can no longer survive on being 'brash'. Successful recruits will be those who have real customer empathy.
