This quarter we reintroduced our quarterly informal dinner bringing together 10-12 sales leaders to openly discuss their challenges, share best practices, and explore industry trends. These events offer a relaxed environment where peers can connect over good food and wine. Here’s a roundup of the key discussions from the night:
The impact of technology and AI on human interaction.
Artificial intelligence (AI) has transformed our interactions with technology, enhancing convenience, and efficiency, and at times, adding entertainment to the workplace.
There was a consensus that while these advancements are valuable, they can’t replace genuine face-to-face communication. Concerns were raised about how relying too much on technology might erode our basic interpersonal skills, presenting a new challenge in our modern work environments.
The goal should be to harness AI’s potential fully while preserving the importance of human interaction, striving to strike a balanced approach between the two and for example, using AI to improve admin tasks such as automated calendar meetings, booking room meetings, assessing pipelines, data analysis while allowing more time to for conversations with clients.
Rethinking recruitment: practical tasks and role plays
The topic of skill-based assessments emerged particularly on the value of practical tasks and role plays in assessing candidates, highlighting how these methods offer a more accurate gauge of an individual’s capabilities and suitability for specific roles. This approach was seen as providing a more accurate measure of an individual’s capabilities and suitability for roles. Our blog on skills-based recruitment goes into more detail on using skills-based strategies.
The power of in-person meetings
The pandemic redefined the sales process with a widespread shift to virtual meetings and remote work, now considered the norm. Guests emphasised the importance of reintroducing in-person meetings in the sales process, pointing out how face-to-face interactions can significantly enhance the creation of meaningful connections with clients. We have explored the importance of face-to-face interactions in business settings in a recent podcast episode.
The role of CRM systems – balancing transparency and engagement
CRM systems have enabled board-level individuals to gain insights into front-office activities, sometimes encouraging higher-level engagement. This shift has bridged the traditional gap where sales managers would collate data from their teams to present to directors. Now, with real-time dashboards, directors can directly monitor employees at all levels. While this transparency and involvement are seen as positive, it is important to balance hands-on engagement with respecting the autonomy of front-line teams to avoid potential micromanagement.
Personalisation vs Mass activity:
Guests highlighted that detecting generalisation in any form of communication is a turn-off. With the availability of CRM software and systems, personalisation is more accessible. However, if it feels on a mass scale, it can make them less likely to engage, questioning why they should invest their attention if the communication isn’t tailored to them individually. Salespeople can use other research alongside CRM data to truly personalise their messaging.
Adapting Sales Processes: Balancing Structure and Flexibility
Flexibility within sales processes was another key topic. While a well-defined sales process can provide valuable structure and guidance, it can also be beneficial to remain adaptable to meet the unique needs of each customer. Some attendees said that a structured approach ensures consistency and efficiency, while others highlighted that diverting from a rigid sales process can enhance the customer experience by tailoring interactions to individual needs. There isn’t a one-size-fits-all solution, and both rigidity and adaptability have their merits. What works best for your business—maintaining a structured process or adopting a more flexible approach?
We understand the challenges of modern sales and the importance of adapting to change. Let’s explore how we can enhance your strategies: connect with our expert consultants or browse our blogs for more insights.
