Chapter 6: Reskilling the Sales Force

Overview

“When you had a sales force that was successful in selling [a specific line of products], moving them to solution sales was difficult.

We had to go significantly revamp the sales force.”
—Sales Director

Many, if not all, of the strategies in this book will require organizations to rethink the kinds of skills that are required for their salespeople and managers. In fact, many organizations are undertaking a “reskilling” of the sales force as a distinct strategy for overcoming the challenges in the current and future selling environment. This reskilling involves determining the desired salesperson profile and integrating it into selection and performance management, as well as into training and development systems.