Why “Sales Rep’s” Must Evolve into “Trusted Advisors” Buyers have spoken, loudly in many cases…. they no longer want “sales reps” calling on them and sharing things the buyer could have found on your website. In a recent study 33% of buyers no longer want to work with salespeople. Why? Well to put it bluntly … because of sales reps behaving badly for so long and not delivering value. In a studywith buyers by Florida State, buyers shared only 6 Do you need your sales reps to become trusted advisors who sell based on value? Then this article is for you. Salespeople can strategically build their relationships with clients. With training and coaching sales reps can evolve into trusted business advisors. In every meeting I have with senior leaders of an organizations they share just how important relationships are in achieving their sales growth objectives. minutes were valuable to them in a one-hour meeting with a sales rep. 85% of buyer’s went on to share they expect a salesperson today to connect the dots between what they sell and how it impacts their bottom line. Sadly, less then 14% of salespeople have the skills to do this today. Buyers want and need trusted advisors, business consultants masquerading as salespeople. By Mark Allen Roberts
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