The Future of Sales: Three Areas Leaders Must Master to Guarantee Success

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As the sales and service industry rapidly transforms and more power is shifted to the buyer, sales organizations must keep up or run the risk of becoming irrelevant. To remain on pace, Miller Heiman Group President and CEO Byron Matthews says it’s essential for sales leaders to focus their attention on three keys areas in order to be successful.

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“The path to selling more and servicing better will always be a mix of both art and science,” Matthews says.

As Byron Matthews explained in a recent keynote address during Elevate, Miller Heiman Group’s EMEA Sales and Service Summit, the three areas that must be addressed to keep up with where the sales and service industry is headed are:

  • The new types of talent that are needed to drive change and success.
  • How organizations use technology to enable organizations to keep up in the market.
  • The approach to training.

“The path to selling more and servicing better will always be a mix of both art and science,” Matthews says. “But we know the science of selling is accelerating, and that requires new ways of thinking and execution. We need to embrace the fact that change is happening at a fast pace and adjust our strategy to fit the new way of selling and service. Talent, technology and training are intertwined, and are the three critical areas sales leaders and sellers must master to prepare for the future.”
To discover how talent, technology and training will impact sales organizations in the future, watch Matthews’ keynote address from EMEA Elevate 2017.

About Miller Heiman Group

Miller Heiman Group is one of the largest professional services providers in the world designed to help organizations sell more and service better. Many of the largest and most respected brands in the world work with Miller Heiman Group, which offers the broadest set of sales- and customer-service-based solutions in the market. With 63 offices globally, Miller Heiman Group has the breadth and depth to help every organization drive revenue through talent, training and technology. To learn more, visit our website. Follow us on LinkedIn, Twitter, Facebook, YouTube and Google+.

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Monika Götzmann Director Marketing EMEA
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