At the current rate of technology development one can only imagine what selling will look like in 100 years. As for what a sales rep or sales consultant would be doing is anyone’s guess.
The basics however will not have changed. Someone will want something, “a product”, and someone will be selling said “product”. Fairly simple, fairly straight forward. Our observations of the shift in the marketplace are not so much about selling but more about having more of what the customer wants in a shorter lead time and cost competitive. This then puts pressure the sales function to have as much, relevant and up to date information as possible so the customer can easily make a purchasing decision.
You may be aware of Amazon Prime Air, where their goal is to have whatever you ordered to you within 30 minutes. This is staggering. Can you even imaging the logistics of what goes into that? With the help of a sales consultant or not, that’s an incredible goal to strive for.
10 years ago that was impossible. Today it’s a partial reality. What of the next 10 years, who knows. What does it mean to you today? Your customer is and will continue to become more demanding. They will want everything, now. Competitors of yours are entering the marketplace every day with no preconceptions of “how” business should be done and could care less as to how it was done. They will only care about how the customer wants it done today.
What got you to where you are today will not get you to where you need to be tomorrow, next week, next year. A Sales consultant can help. You and your business must innovate at a faster rate, stay closer to your customer and listen to what they want. No matter what the market requires, above all they will pay for value. Strive to be the best, bringing the best products to market.