From traditional salesperson to hybrid salesperson
- José Maria Vich
- Jul 24, 2025
- 3 min read
Digital transformation and changes in consumer habits, accelerated by the pandemic, have led to an evolution from the traditional salesperson to the hybrid salesperson.
Whether in B2C or B2B sales, we have moved from conventional techniques, which were developed in person, to a model that combines personal contact with virtual relationships and online interaction.
The goal of any salesperson is to generate business for their company. This professional profile has had to adapt quickly to changes, embracing models that exploit both face-to-face and technological sales skills, and earning the trust of their customers in order to continue to progress in sales.
Preparation is the true foundation of success (Ronald C. Stern). Technological tools give us access to information like never before, unlimited information about people and companies that we have to capitalize on to make a difference with customers.
The hybrid salesperson not only combines offline and online strategies, but is also aware that today's customers are well aware of the complexity of the new market.
They understand that modern CUSTOMERS are much better informed, with unlimited information available 24 hours a day, 365 days a year, and you know what? They have been using it for years to buy what they want, not what we want to sell them.
Sales experts must master different online and offline marketing techniques, as well as the technological management and automation tools necessary to achieve their goals. As salespeople, we must be in a continuous state of learning, constantly retraining ourselves, and being prepared for our CUSTOMERS more than ever before.
The more traditional approach in the field of sales was oriented toward the salesperson and their ability to create needs in customers during the sales process. In contrast, the current approach focuses on a customer-oriented sales process.
It is about understanding the CUSTOMER'S needs very well, being more prepared than ever, in continuous contact with them through different channels, adding value at each stage of the sale. The sales cycle has also changed; it is more direct and shorter.
The hybrid salesperson is not only a multichannel worker, but also seeks to build long-term relationships with customers through physical, digital, or a combination of both interactions.
The main objective is not to make a sale, it is to have a CUSTOMER; they are not the same thing. Instead of prioritizing a single sale, they seek to optimize regular customer accounts to build loyalty and establish a relationship of trust with the brand.
In this context, where customers are increasingly demanding and it is much easier to compare our offer with those of our competitors, it is essential to develop commercial strategies that prioritize aspects such as communication, innovation, mastery of the necessary technology, problem-solving skills, market research, and data analysis, among other factors.
For its part, the traditional salesperson profile continues to have strengths that are difficult to overcome, such as the trust generated by physical presence and the possibility of enjoying the exclusive attention of the potential customer for a certain period of time.
That is why the hybrid salesperson incorporates these characteristics, to which they add the great scalability of the online salesperson and their ability to reach many more people with much less investment of time, effort, and money.
The challenge is there; there is no alternative to continuing to use the old methods. We must be in a continuous state of learning, in constant contact with the CUSTOMER, so that we, and not others, are the ones chosen.
There is a #different #way of doing #things Follow us on Bogota Business Leadership and on our website "www.apasiona-t.co
It is good manners to be grateful, and I personally will be eternally grateful to people like Jorge Zuazola, who taught me the magic of #socialmedia, and of course to the best salesperson I have ever known, Ronald C. Stern.
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