Elevate digital sales with talent

How to align digital expertise with buyer expectations

In the wake of the digital revolution, the correlation between talent and digital sales success has never been more pronounced. The alignment of digital sales resources with evolving buyer needs and digital customer journeys is key to unlocking revenue growth and maintaining competitiveness in the B2B, B2C, and E-commerce sectors.

 

The rising Importance of digital sales talents

According to Gartner 2023, 74% of Chief Sales Officers (CSOs) are revamping their seller competency profiles for virtual selling. The pandemic accelerated this transformation, making it vital for businesses to cultivate a workforce skilled in digital sales and virtual interactions. 

By 2025, Gartner predicts that 80% of B2B sales interactions will occur in digital channels, underscoring the need for a robust digital sales team​​.

 

Aligning digital sales resources with buyer needs

The key to successful digital sales lies in understanding and meeting buyer expectations at every step of the digital customer journey. It also lies in being able to execute your sales plans efficiently which means building them on a realistic awareness of your team’s capabilities.

A thorough understanding of your customer journeys and your team’s capabilities is essential. This is achieved through detailed customer journey mapping and capability gap analysis. These processes identify the essential skills needed to effectively engage and convert informed, digitally-savvy buyers.

If any maturity gaps should arise, there are two primary options: realigning your talent acquisition strategy based on these insights or considering outsourcing. Let’s compare these tactics for better sales efficiency.

 

Overcoming skills gaps

To address skills gaps effectively, businesses can adopt a dual strategy: developing internal talent and engaging in strategic outsourcing.

Developing talent internally involves prioritizing cultural fit and actively managing digital sales processes. However, this approach often brings challenges such as increased overhead costs and the need for significant time investment in onboarding, training and employee retention.

Alternatively, outsourcing presents a cost-effective solution with access to specialized, senior-level expertise and enhanced operational flexibility. This approach enables businesses to focus on their core competencies, while external experts efficiently handle specific tasks, resulting in a more balanced and streamlined digital sales operation.

 

Comparing in-house talent development vs outsourcing

 

Junko’s approach to Digital Sales talent development

At Junko, we provide tailored digital sales consulting and training programs designed to enhance your team’s capabilities. Our goal is to ensure that you possess the necessary capabilities to achieve success in your marketplace. 

Our objective is not to increase your tools or personnel but to help you derive the most value from your current resources. 

 

Our approach involves

#1 Leveraging outsourcing for efficiency: 

We help you optimize the digital customer journeys for maximum sales impact. We recognize the value of outsourcing in complementing your internal team’s efforts. 

Our network of experienced digital sales consultants provides the flexibility and expertise needed to address your specific challenges. Our team will be suited to your needs and can scale to accommodate a vast range of skills. We provide only senior consultants. 

#2 Continuous talent development: 

We offer ongoing training programs to keep your digital sales team adept in the latest digital sales techniques, digital sales tools and processes.

#3 Customized training solutions: 

Our programs are tailored to your specific business needs, ensuring that your team develops skills that directly contribute to your sales objectives.

 

Aligning digital sales resources with buyer needs and journeys is not just a strategic move; it’s a necessity for modern businesses. By embracing both internal talent development and strategic outsourcing, companies can close skill gaps, enhance sales efficiency, and drive significant revenue growth. 

At Junko, we are committed to helping businesses achieve this alignment through our expert services in digital sales consultancy and talent development.

Explore Junko’s digital sales consultancy and training services to drive your business growth. Learn more about our services.

Read also our blog post on Optimizing customer journeys to increase sales and customer satisfaction.