Morgendagens Salgskompetencer

In this paper, we examine what changes have taken place in the B2B sales process as a result of the COVID-19 pandemic and examine what sales skills tomorrow's salesperson must have. The reference framework is the seven optimization opportunities for strengthening sales and growth in Danish companies that the project Tomorrow's Sales & Sales Management has identified (Bjerre, Jensen, & Lassen, 2020). The study was carried out partly through a literature review with literature from 2020-2021 in relation to sales processes and sales skills and partly through qualitative interviews with salespeople, sales managers and buyers. We have come up with eight main groups of competencies, which are of decisive importance for tomorrow's salesperson.