The future of sales is tech-driven. From drone deliveries, and space tourism to remote working, technology has become an indispensable part of everything. Why would sales be left behind? Several emerging technologies will become commonplace in the future. With a data-dependent approach, the sales strategy will transform as well. And the job of a sales leader will change.
What will be the future of sales?
Let us take a look at what is in store for sales in the coming decades.
1. Flattening hierarchical nature of sales
Yes, in the coming years, the hierarchical nature of sales organizations will flatten. The pandemic has redefined the way people work and it is likely to continue in the future as well. This means, that the focus will be more on the output of work, leveraging technology. People might continue working from home, which means they’ll be efficient, will communicate better, and close more deals. Self-sufficiency combined with technology will rule, leading to lesser managers in sales teams in the future.
2. Sales reps will don the hat of a consultant
Using the vast array of content marketing channels like blogs, social media, videos, etc., any sales rep can don the hat of a consultant. They can use various tools and platforms to educate buyers and win deals quickly. Using the right tools, solving problems, and via collaboration, sales reps can offer an enriching and top-notch buyer experience. This results in improved sales for businesses.
3. Shorter sales cycles
According to this study, 80% of SaaS buyers feel that the buying process is quite complicated. There are too many steps that involve too much paperwork. The solution? Shortening the sales cycle. Sales reps must have a good awareness of buyers’ predicament. They should have empathy for their buyers. Sales reps can solve buyers’ problems or help them accomplish their objectives with the right tools and technology and hit their sales goals.
4. Every process of sales becomes specialized
The future of sales will involve specialization in each stage of the sales process. This means you can train sales reps for specific skills that align with the buyer’s journey. For instance, some sales reps can excel in sales prospecting, few can focus on the outreach, and others can upskill themselves in negotiations and closing deals. Thus, businesses can witness overall improved sales by hiring reps skilled in every stage of the sales process.
5. Trust remains the secret sauce to winning deals
Trust still is a critical part of sales even though technology will transform sales in the future. Access to tech and smart tools should not take away the “human touch”. By harnessing the power of data and through data-driven marketing techniques, sales reps can add value, build trust, and establish long-term relationships with their clients. An emotional connection across physical or digital channels is crucial in building trust.
As the future of sales is tech and data-driven, the role of sales reps will change drastically. For starters, salespeople will have to be tech-savvy. Candidates adept at forging strong relationships with the clients will be preferred. Organizations will focus to diversify their teams to reach out to international clients as talent will be more accessible in the future. Even the entry-level roles will emphasize candidates to have more experience and soft skills.
Therefore, both sales processes and sales jobs will transform by leaps and bounds. There is plenty of room for innovation, so it will be exciting to see how sales leaders function in the future.
Also read: B2B Sales Skills Matter Most in 2022