It was interesting to read an interview with Joe Galvin, VP and Research Director at Gartner Research talking about sales productivity. In talking about how the selling evironment is different now, compared to the free-wheeling early '90s - Joe says,
This is raising the bar on today's sales professionals not just to increase their skills and maintain their product knowledge, but also to become strategically competent in determining what deals they can go after, which are winnable, and what is the best strategy for success. Additionally, sales reps today must be able to provide value to the client in more ways than product or market knowledge -- they must be able to create and craft solutions for clients that will solve their problems or help to acheive their goals.
Said a different way: it's all about process and adding value.
