Are you at the top of your selling game? Do you want to stay there? If so, you better start evolving now. Your customer and your market are changing. Learn how to keep up.

1. 1
Why Top Sales Reps Will be
Unemployed in Two Years
Image courtesy of gobankingrates.com

2. 2
The buying environment
has DRAMATICALLY changed.
Unfortunately,
most sales forces have
failed to adapt – especially at
the rep level
It may be 2 years, it may be
5 years, but they WILL be
unemployed.

3. 3
The reason is
obsolescence
- a failure to evolve with
the market.

4. 4
The buyer environment has
changed to be:
• More social
• More informed (they already know
your solutions)
• Needing different solutions
because their consumers have
changed
• Coming from a new market
segment that has not been a usual
target

5. 5
Many Sales Reps have
continued to rely on:
• Traditional relationships
• Providing information
(inward-out)
• Not recognizing changes in
their customers’
consumers’ patterns
• Staying within their
traditional comfort zone of
target markets

6. 6
Ask the question…
“Will today’s Reps be the
right Reps for tomorrow?”

7. 7
Either upgrade them
or
MOVE THEM OUT!
Assess your reps to identify those that
aren’t evolving.
Either upgrade
them
or
MOVE THEM
OUT
Imagecourtesyofterriblecopywriter.com

8. 8
This is easiest
explained through a
story…..

9. 9
Rick is a veteran salesman.
Rick, a perennial
sales star, will be
in the top 5 this
year.
Imagecourtesyoftimesharebrokersalescom
Rick is unaware of
his need to save
himself from
obsolescence.

10. 10
Domina has been in sales for
12 years.
She was a top 5 performer for
the last 4 of 5 years.
She will NOT be a top
performer this year.
Imagecourtesyofwhatsforwork.files

11. 11
If you just look at performance, you miss the
future consequences
Rick will continue to
bring in revenue using
traditional
methods, but this will
soon fade.
His customer base has
been changing and he
is not prepared.

12. 12
Domina will have a
decreased amount of
sales for the next year
or so.
Once retooled, she will
rocket to consistent
start performance.
However,
she is retooling herself
to match the changing
market and customer.

13. 13
Now, let’s look at some of the
indicators of obsolescence with
these two reps.
The full list of symptoms is
available here

14. 14
This is a sample
list of the
Symptoms of
Sales Rep
Obsolence.
It includes the
actions of the
obsolete rep
versus that of the
evolving rep.

15. 15
Why?
This initiative works best if HR takes the
responsibility.
Most Sales Leaders are too busy to
manage the long view.
They are focused on monthly /
quarterly quotas, pending deals, and
helping handle objections.

16. 16
HR should take the lead to work with
Sales Leaders through these steps:
• Communicate unceasingly on the need to evolve
to changing markets/customers.
• Download this tool of sample obsolescence
symptoms
• Assess Reps to see who is evolving and who is not
• Determine what competencies are needed for the
future
• Devise development plans for the Reps that CAN
evolve
• Reassign or release Reps that cannot or will not
evolve

17. 17
Sales Reps -
You’ve got two years to change your fate.
It’s better to go through change before you
have to.
Download this tool now and start working on
your evolution IMMEDIATELY!

18. 18
Learn More
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optimizing your current one,
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
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Web: http://www.salesbenchmarkindex.com
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