Are Traditional Salespeople a Dying Breed?
June 5, 2013
I know without a doubt that we are a different industry today than we were just six or seven years ago. When I started with the magazine a decade ago, I remember thinking how impressive the really good salespeople were. There was so much information to learn, so many products to embrace and so many different types of customers to approach. These window and door warriors had challenges to combat, not the least of which was educating their consumers not to be wooed by the "fly by night" folks operating in the marketplace.
Today, I'd venture to guess that sales in the window and door industry are even more challenging thanks to the economic shift, continued price pressure, and the fact that windows and doors can be purchased–or at the very least, researched–online. In fact, I received an email last week from a long-time friend who shared with me, "I have spent so much time educating inspectors, architects, builders, etc., that I may have educated myself out of a job." I guess this is the unfortunate downside to teaching a man to fish.
What say you, Window & Door readers: are good, educated sales folk going extinct? Are customers becoming too focused on price to listen to a more traditional sales presentation? Are customers finding all the information they need on the web? If so, what can we do to reverse these trends? Send me an email or post a comment to share your thoughts.
Survey Results as of 06/11/2013:
From my perspective, good, well-educated salespeople are becoming:
More important to customers
Less important to customers
I don't see much change.