Sales teams have had to adapt to many changes in recent years.
As a result, sales techniques and strategies must also evolve to stay ahead of the competition. In this blog post, we will discuss three trends defining the future of sales.
Three Trends Defining the Future of Sales
Three Trends Defining the Future of Sales
Sales teams have had to adapt to many changes in recent years.
As a result, sales techniques and strategies must also evolve to stay ahead of the competition. In this blog post, we will discuss three trends defining the future of sales.
Three Trends Defining the Future of Sales
1. The first trend defining the future of sales is Execution.
Sales teams must execute their sales strategy exceptionally well to achieve their objectives. Unfortunately, we can’t rely solely on salespeople to implement the plan. Prioritizing investments in front-line sales leaders enables salespeople to perfect their selling skills and adapt to changes quickly and efficiently.
If a sales leader has eight or more direct reports, the odds are that they cannot spend the amount of time coaching and assisting in shaping deals as salespeople require. Even the best salespeople need guidance and support from sales leaders to optimize success.
2. The second trend that is defining the future of sales is Targeting.
A salesperson’s time and allocation of sales support resources are limited. If the sales team is not spending at least 80% of their time pursuing deals in a well-defined target account segment, “time and money is a wasting.”
Accounts that fit an ideal target account profile have a shorter sales cycle, higher average revenue, and a higher win rate than non-target accounts. If salespeople don’t work from a defined list of target accounts within the CRM, there’s no way to measure how time and effort is spent pursuing target accounts.
3. The third trend defining the future of sales is Marketing and Sales Alignment.
A sales team’s success depends on its ability to execute, which depends on the interlock and alignment between sales and marketing. Sure, marketing provides leads, and sales convert them into opportunities and, hopefully, customers. However, both teams need to understand how to leverage the CRM and Marketing automation tools to optimize results.
If the marketing team wants to improve prospect and customer marketing engagement, the sales teams must share what’s important to customers and prospects. If the sales team wants more or better leads, the marketing team needs to solicit sales team feedback actively and then adjust marketing initiatives based on their feedback.
There’s a simple metric to start improving sales and marketing alignment – track the number of meetings focused on maintaining marketing and sales alignment.
Execution, Targeting, and Marketing-Sales alignment are and will continue to be essential for sales teams in the future.
We’ve outlined some of the most effective methods in this post. If you want help putting these tips into action, our team is more than happy to assist!