Evolution of sales

My friend and mentor Matt Church talks about the evolution of sales – how, over the last 150 years, sales has evolved from a take-it-or-leave-it approach, through to overcoming objections, forming relationships and consulting. The final step is vision – people will follow a vision.

Evolution of sales #1
Over the next ten years, we’re going to see this evolve again. This time it will be through collaboration.

Evolution of sales #2

Why is this happening? There are a number of forces at play in the world that are driving this.


On a worldwide basis, we are disengaging with our traditional leaders – politicians. In Australia, the Palmer United Party has popped up and will go back down. Nick Xenophon is creating his political party. In the United States, the Tea Party has emerged and is taking votes away from the main parties. In Europe, it’s the UKIP. As an electorate, we are moving away from the traditional leaders.

1-Degree of Separation

Social media has given us crowdsourcing – the ability for individuals to create something. Social media now is enabling you and me to talk to anyone on the planet. This is driving the ability to form joint ventures. Two people on different sides of the world, through a common platform, can together raise funds to form a joint venture to make something happen.

No Barriers

Barriers to entry have been eliminated. Air B’n’B and Uber have turned established industries on their head with nothing more than a web page and apps.

The Future

The future of selling and leadership is going to be taking your vision and using it in a collaborative way.

All too often, leaders have a vision that is about ‘divide and conquer’. We’ve seen that in the politics of Australia over the last six to ten years. In the future, those that can lead will be those that can have a vision and bring others on board. If this happens at a political level, the person or party that drives it will be elevated to a whole new level. It would mean bringing in the opposition to help formulate policies that both sides accept, so it can pass both houses and be sold to the Australian Public.

If our politics, leadership and business world remains in a feudal system, we will get nowhere. The leaders of the future will have the vision, and then the collaboration, to bring others in on their goals. When we do that, we will see the countries, our businesses, and our world achieve amazing things.

As always, I’d love to hear your thoughts on this.

Posted in Blogroll, public speaking courses, Sales Presentations, sales skills, sales training

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