What does the sales force of the future look like? Should we even have a sales force?
Before the pandemic, customers were beginning to question the value of salespeople. With organisation less able and comfortable to receive visitors generally, how should we redesign sales forces in the future? What do customers really value?
We will explore hybrid structures that are already evolving and how technology is redefining sales and marketing. We will review some of the exciting ways humans and AI are interacting in sales. We will look at how understanding your unique sales process can guide decisions about the most effective model for your organisation.
This interactive webinar will give you practical tools and approaches to help you re-think your own sales approach.
Anderson has spent his entire working life in sales and marketing, starting out in technical sales at Unilever, before entering consulting in 1998.
After studying his MBA at Warwick Business School, he specialised in sales excellence consulting, helping clients build world class sales organisations, by taking a systems approach to sales improvement.
He has deep knowledge of sales best practices and is active in front line selling, consulting, training and sales research. He has also started two specialist sales consultancies, Selling Interactions and Kojopro that focus on helping clients improve their sales organisations.
Johannes Habel is a Professor with the Marketing Group at Warwick Business School. His primary areas of interest are the digital transformation of the sales function as well as sales psychology.
Johannes' research has been published in some of the world's most renowned academic marketing journals, such as the Journal of Marketing, the Journal of the Academy of Marketing Science, and the International Journal of Research in Marketing. He serves as a reviewer for the Journal of the Academy of Marketing Science as well as the Journal of Personal Selling and Sales Management. Beyond academic research, Johannes has published case studies with Harvard Business Publishing and The Case Centre as well as managerial articles with journals such as Harvard Business Manager and European Business Review.