I have had the privilege of recruiting the next generation of IT sales professionals on behalf of my clients. Today’s recent graduates are facing the world with challenges most of us did not have to consider. I am happy to share with you that these intelligent, creative, and dynamic individuals have the makings of being the future leaders of the industry, provided they receive the right ongoing training and mentorship.
Changing Business Models for a New Era
As we find ourselves balancing the economic and societal effects of a global health crisis, many of us have had to reassess our business models. Where do we invest when hiring sales resources? What changes do we need to make? We need to consider not just compensation, but also the qualities that candidates bring to the table.
College Grads Bring Fresh Technical Expertise
The next generation of sales reps possess enhanced backgrounds in technology. Many of the candidates in our program have working knowledge of edge solutions, cloud infrastructure and IT security. The best candidates have combined technology and business course backgrounds. I am less concerned about their specific degrees than their course load pedigree. What matters is a solid foundation in fundamental skills and the ability to adapt to an ever-changing world.
New Training Tactics for Today’s Sales Reps
Because of their technology-based backgrounds, we focus our initial training on understanding the IT buyer’s journey. We want them to understand the buyer’s needs first, then move on to practicing the sales process. What does the life cycle of a new IT project look like? They already have the skills to grasp new technology quickly. What we need to give them is real-world experience and a process-driven approach to the sales cycle.
Appeal to Tech-Savvy Workers with Flexible Training Options
The days of putting new sales folks through tired Sales 101 classes are long gone. Prior to the pandemic, only 7% of U.S. workers worked from home full time. That number now stands at nearly half of all workers. Today’s sales reps are likely to be digital nomads, tech-savvy remote workers who prefer the ability to work from anywhere, laptop in hand. A recent study from MBO Partners shows that the number of digital nomads in the U.S. has risen nearly 50% since 2019.
To appeal to these candidates, offer training that is as flexible as they are. Self-led courses are a popular choice because they allow your employees to learn at their own pace. Continuous learning helps to reinforce skills, and post-training assessments will help you gauge the effectiveness of your training. And it’s not just your new hires who will benefit. Training is a critical factor in retaining talent of all kinds. In a survey of three generations of employees, 70% of respondents said that training and development opportunities influence their decision to stay at their jobs.
Moving forward, the new generation of reps will be able to do more than handle the transaction. They will be able to add consultative value, too. This model will create a more sustainable relationship with prospective and existing clients. Given the changes we have all experienced over the last few years, isn’t this the time to try out something different and shake things up a bit with your sales training program?
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