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Is Your Sales Organization Modern?

3 min read
Updated Aug. 24, 2020
Published Jan. 14, 2016

The industry of sales is the largest industry in the world.

It’s been around as long as money itself — actually, even before then if you count trade and barter. It was here long before the SaaS and tech scene emerged, and it will be around for long after those become yesterday’s news. In the world of business, sales is constant.

But, as a wise Greek philosopher once said, “the only true constant in this world is change.”

With every mainstay comes many ebbs and flows — trends and phases within the nature of the industry that alter the way things work. In order for a sales organization to survive those changes, it must stay modern. Now, this begs the question:

How do we define a modern sales organization?

By now, it’s no mystery that we’re one of the sales development movement’s biggest advocates. We believe that sales development is the biggest and most important trend to disrupt the sales industry in the last ten years. And when it comes to the best way to structure your sales organization, we practice what we preach.

By definition, the adjective “modern” describes something “relating to the present times as opposed to the remote past.” So, in this case, a modern sales organization is one that keeps up with the times, moving past antiquated behaviors of the past, and implementing new and improved processes.

The noun “modern” as it pertains to a person means “one who advocates or practices a departure from traditional styles or values.” We are choosing to be that modern in favor of the Sales Development Rep, and here’s why.

We believe that modern sales organizations today practice sales development.

Forbes explains that “sales development addresses the most important question for sales organizations today – How do I get the right people in front of my ‘closers’ at the lowest possible cost?” This idea of specialization and improved efficiency is what is going to take sales organizations to the next level.

But it’s more than just building a sales development team.

Maintaining the characterization of a “modern” sales organization means maintaining that growth, paying attention to trends within the sales development movement, and learning what is needed to continually improve your business. Doing all these things means staying tuned for the times and understanding the modern changes that are happening in customer acquisition.

This is the future of sales. As a business invested in the continuation, growth, and success of your organization, ask yourself this:

Is your sales organization modern?