Introduction to Research
In May 2023, we published our annual sales report, “The State of Sales Skills in UK SMEs.” The report highlights that soft skills like trustworthiness, self-motivation, and empathy, along with technical knowledge and market understanding, are critical for salespeople.
In this whitepaper, we outline the most
in-demand sales competencies and
approaches to nurture them effectively.
Whether selling yourself or looking to
expand your sales team, focusing on
core sales skills cultivation drives growth.
We believe that anyone can develop sales skills. So, whether you're an entrepreneur or you're in a sales role, developing and nurturing top sales skills is crucial for great performance. In this whitepaper, we uncover the top sales skills and show you how to develop them. You'll also see a sales skills action plan so you can plan to develop your skills over time because learning never really comes to an end.
You can always pick up new habits to refine your skill set. These include habits like being able to prospect regularly, qualifying opportunities, developing relationships, and reaching decision-makers that help you close those deals. So download the white paper and do let us know if you've got any questions or if you would like more information on how to develop sales skills for yourself or your team.
Thank you.
< Dr Yekemi Otaru, Director & Chief Growth Officer at Doqaru
SOME KEY OBSERVATIONS
The whitepaper emphasises that ongoing sales skills development is crucial, especially for small business owners who often handle sales themselves despite their technical backgrounds. It recommends:
- Assessing individual and team strengths/weaknesses across core competencies
- Developing a personalised training plan to build weaker areas
- Using a blended approach of formal training, coaching, and practical application
Investing in sales skills pays off—companies that provide sales training see an average of 7% higher annual revenue growth. By focusing on these top skills, business owners can drive sustainable growth.
Extracts from the Whitepaper
"Whether selling yourself or looking to expand your sales team, focusing on core sales skills cultivation drives growth."
"Mastering the art of active listening is a non-negotiable skill for entrepreneurs. Whether interacting with consumers or engaging in B2B dealings, attentive listening allows you to comprehend clients' pain points, desires, and expectations."
"Effective communication is the linchpin of entrepreneurial success."
"In B2C and B2B sectors, it is important to recognise influencers and gatekeepers. These individuals wield significant influence over purchasing decisions."
The Key Data
📈 Based on data from over 1,500 salespeople across Europe in 2023, we found that salespeople scored the highest (out of 100) in presentation approach, hunting, and selling value.
However, the same salespeople scored the lowest in consultative selling, relationship building, and closing.
Source: Objective Management Group. Based on current 1584 employees in B2B sales in Europe 2023.
