In this episode of the You in 2042 podcast, Danielle Wallace sits down with Marty Blake, CEO and partner at Optime International, a sales capability consultancy that works with leading companies across various industries to improve their sales organizations. With a focus on both leadership and front-line sales performance, Optime International has a unique perspective on the evolution of sales over the past two decades and the changes that are likely to come in the next 20 years.

Insights from the past

Marty Blake reflects on the significant changes that have occurred in the world of sales since 2000. Back then, knowledge was power and salespeople were the gatekeepers of that knowledge, which made them the most valuable resource in the sales process. However, the rapid acceleration of technology has changed the game entirely. Today, customers have access to more information than ever before, and the role of the salesperson has shifted from knowledge dispenser to strategic resource.

5 Key skills for the future of sales

As sales continues to evolve, organizations must focus on developing new skills and capabilities to keep pace. According to Marty, there are five key areas that organizations must focus on: digital literacy, strategic thinking, emotional intelligence, adaptability, and collaboration. Digital literacy is increasingly important as technology continues to advance at an unprecedented pace. Those who are able to embrace new technologies and use them productively will have a significant advantage over those who cannot.

Strategic thinking is another critical skill for salespeople and organizations. In order to drive meaningful relationships and business value with customers, salespeople must be able to see the bigger picture and understand the impact of their actions on the organization as a whole. Emotional intelligence is also crucial in sales, as it enables salespeople to connect with customers on a deeper level and understand their motivations and needs.

Adaptability is essential in today’s rapidly changing business environment. Salespeople and organizations that are able to quickly adapt to changes in the market, technology, and customer needs will be better equipped to succeed. Finally, collaboration is key in sales, as sales teams must work together to achieve common goals and drive value for customers and the organization.


In conclusion, the future of sales is exciting, and there are countless opportunities for salespeople to become even more valuable to organizations. The skills and capabilities that organizations need to focus on are not limited to sales alone, and they will be critical in the success of businesses and individuals alike. By embracing new technologies, developing strategic thinking, emotional intelligence, adaptability, and collaboration, sales organizations and salespeople will be able to drive enterprise value and create meaningful relationships with customers.

Listen to the full episode of Beyond the Sky’s “You in 2042: The Future of Work” to hear more from Marty Blake and get a deeper dive into his thoughts on the future of work and the banking industry