A question I’ve been seriously asking myself lately is:
“Should I change careers, or should I simply adapt my training content and my sales approach?”
The world is constantly evolving, and that transformation has accelerated dramatically since the COVID-19 pandemic. It has led me to question my vision, my strategy, my professional journey, and perhaps even the ultimate direction of my career.
I’m referring in particular to my sales training programs, although not exclusively. The messages I have always promoted—authenticity, sincerity, and genuine commitment to one’s clients—seem to resonate with fewer and fewer people. These values are increasingly perceived as “old school.”
With a few exceptions, asking professionals under forty to prioritize the human aspect of selling and to build genuine relationships with prospects has almost become unrealistic. Many are now limited to repeating standard sales scripts, hiding behind product specifications, and hoping that customers will find value in their generic presentations.
Fortunately, some industries still stand apart. Agriculture, for example, is one of them. There, I frequently work with professionals who possess outstanding technical expertise while still recognizing the importance of strong human relationships.
It is important to emphasize that the generations following mine are not to blame for the way they approach business—or anything else. It is my generation’s responsibility to adapt to this new reality.
We now live in an increasingly digital world where human interaction is becoming less necessary in everyday business.
I grew up using fountain pens and blotting paper. Today’s generation grew up with personal computers and smartphones.
They also didn’t experience the kind of childhood many of us enjoyed, where extended families gathered almost daily—cousins, uncles, aunts, neighbors—all spending time together naturally. Without that early social exposure, holding spontaneous conversations with strangers has become far less natural and, for many, even stressful.
These societal changes have naturally found their way into the corporate world as well.
Managers and executives are becoming less interested in building relationships with their suppliers and business partners. Overwhelmed by internal procedures and consumed by the pressure to satisfy upper management, they simply no longer have the time to cultivate professional relationships that could prove mutually beneficial in the long run.
For many, the primary objective has become climbing the corporate ladder.
That has made this generation appear increasingly individualistic—and understandably so. Life has become more challenging, and the cost of living continues to rise. Financial security understandably takes priority, leaving little room for anything else. In such an environment, genuine professional friendships are much harder to develop.
Which brings me back to my original question:
Should I change careers, or should I simply adapt my training content and my sales approach?
My answer is clear.
The second option.
I must continue adjusting my approach as the world changes.
Insisting on a message that no longer aligns with the times or with my audience would be disastrous—not only for my career but also for my credibility as a trainer.
At the same time, I must continue embracing the digital world to reach a new generation of decision-makers who now communicate primarily through digital channels.
Ironically, just thinking about this challenge excites me like a child receiving a new toy.
After all, challenge creates adrenaline and excitement. Routine, on the other hand, often leads to stagnation.
To all my clients and partners, I simply want to say:
Expect new things this year.
Happy 2023 to everyone!
— Karim Kadiri
December 31, 2022