Sales has more than ever before become a team sport. The better informed customers demand other qualities, knowledge and relationship capabilities from sellers. It all has become so complex that sales not only needs to be supported by other people and departments but also with specific training, coaching and documentation. Underneath you see your results with suggestions moving forward.

Sales and marketing are increasingly impacted by the better informed customer. This has an immediate impact on complexity and collaboration. Typical sales processes are becoming less effective and are replaced by adaptive buying processes. Reporting, KPI's, cross departmental collaboration and the use of software have to be revised. All these aspects of an organisation need to be aligned with client needs and their buying behaviour. A good example is an increased need for customer knowledge feeding product development or a common repository for knowlegde sharing, messaging and customer facing support tools.

The increasing complexity of sales demands an other way of supporting the sales team. There are 3 area's which are changing dramatically: the use of technology, tools to support sales in their conversations and marketing alignment throughout the sales cycle to create more meaningful touchpoints with the audience. This requires a mindset shift from your sales & marketing people. This is demanding for a robust change process and training in order to get proper adoption levels by the entire team.