Over coffee this morning my friend John and I were chatting about the power of SEO (Search Engine Optimization) and the way the business world is changing at an incredible rate of speed. This conversation turned into a deeper discussion on the topic of “do organizations still need salespeople”?

Why would companies need to hire sales reps when the web can do it all for them? Salespeople and selling seem to be relegated to the back corner in many offices today while organizations shift their focus to the web and the power of SEO. As one prominent internet company has said “Inbound Marketing has taken over”. Inbound market being defined, where companies have the ability to entice and attract the prospect to find their service or product through web search engines rather than the salesperson hunting down the prospect. Personally, I love the concept but the reality is that 90% of organizations today are not even close to getting to this level of internet selling capability.

Getting back to the conversation with John – I told my friend that organizations need to be careful and ensure there is an even balance between the efforts with SEO type sales / marketing efforts and the need for strong sales professionals working within the organization. It is not one or the other but a balance. The balancing act will be worked on by management to ensure key prospects and existing clients are getting the attention they need and deserve by your sales and account management team while internet development takes place.

A word of caution! As organizations create their web presence, don’t take your eye off the ball of your “old fashion selling” program. Keep pushing forward on all types of Inbound marketing efforts, get the SEO and Link Building activities moving forward but do not lose sight of the importance of your sales team.

If you have a history of unsuccessful sales teams, or aren’t sure how to find the best candidates, we can help. Our job simulation software (commonly referred to as in-tray exercises or sales asssessments) will assist you in finding the best salesperson for your job opening.