Can anyone share any tips/best practices for how you are preparing to address potential skill gaps when adapting to a more digitally focused commercial strategy?
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CEO in Services (non-Government)8 months ago
You can't identify the gaps until you identify the new skills needed in a digitally-focused commercial strategy. What do you want and require of humans in the new strategy? How is that different? What competencies are needed to be successful? Once you have mapped that, you can assess to determine not only proficiency but also gaps. Some basics stay the same. Sales is still a communication skillset and people buy from people they like and trust -even when they execute digitally.
1. Constantly reviewing the Customer journey and training reps on the best ways to support Customers through their decision making process.
2. Supporting line managers in how to balance coaching, leading, managing and mentorship to help embed the right habits into the teams
A few other thoughts on this;
1. AI training - Google and many others have free training assets online you can leverage so everyone has a baseline understanding of AI and specifically generative AI
2. Full tool stack training - most reps do not know how to fully utilise the tech tools in place
3. Cross-functional training - marketing supporting sales on how their digital ecosystem works - from digital advertising and broader campaign specifics