Despite the almost recession-proof market for electronic data discovery, many companies struggle with staffing sales professionals — who are a key component of any vendor's success. With changing attitudes toward rejection, and a deficit in resilience among many candidates, it is a challenge to find gifted sales people. Here are five reasons for this shift:
1. The modern sale is more dynamic. Since the adoption of the e-discovery amendments to the Federal Rules of Civil Procedure, vending technology software and support services has become complex. In the past, company representatives cultivated relationships with paralegals and litigation support colleagues in law firms or corporate law departments. But today's sales professionals must build deeper connections within those organizations, and at higher levels. Most paralegals and litigation support staff are no longer solely empowered to make EDD buying decisions. That authority now rests with senior officials or a cross-disciplinary committee that only meets periodically. This creates a more sophisticated sale, and adds barriers that did not exist even just a few years ago.
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