I might be in a small minority of opinions on this subject -for now- but I firmly believe that the proliferation of computer screens is going to require a new type of sales rep for the future. A rep that is as versatile on a keyboard or with video technology as they are face-to-face. A rep who tactfully and respectfully knows how to engage a buyers attention and prove value through the interwebz as well as in person.
Computer screens are the new electronic gatekeepers. Buyers decide, within a few mouse clicks, whether or not you are worth their time. Add to this the attention deficit and the sales rep as a stand-alone entity is in danger of extinction.
Now, one could sell me on the idea that the more high tech we become the more important face-to-face becomes, the challenge is: getting there. Face-to-face is only achievable if the buyer allows you into their presence and today's buyers are making their decisions (increasingly) through their computer and mobile screens.
Consultative sales reps do their best work face-to-face, the problem is, many buyers have practically made up their mind before a consultative rep ever even shows up for an appointment. The purpose of the appointment is, more often than not, validating a decision that has already been made.
The good news is that it doesn't have to be an either/or proposition (sales reps only vs technology only), as long as reps continue to combine their offline skills while developing their online skills, they can not only survive, but thrive.
What do you think? Are sales reps in danger of becoming extinct?
