Gartner defines the future of sales as the permanent transformation of organizations’ sales strategies, processes and allocation of resources, moving from a seller-centric to a buyer-centric orientation and shifting to hyper-automated, digital-first engagement with customers. To meet customers’ new buying preferences and succeed at virtual selling, sales leaders must adopt a totally different mindset.
B2B sales reps need to embrace new tools and channels as well as a new manner of engaging customers, matching their sales activity to their customers’ buying practices and information-collecting needs. To learn how to align selling activity to customers’ preferred engagement channels and purchasing journey, sellers will need entirely new methods of sales enablement. In fact, among B2B sales organizations, sales enablement was the most critical priority last year.
In addition, Gartner predicts that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. CSOs and other senior sales leaders must accept that buying preferences have permanently changed and, as a result, so too will the role of sellers.
To keep sellers engaged and executing sales, CSOs must find the right balance between the technology deployed and the volume of content that sellers interact with to do their jobs. In addition, CSOs and sales enablement leaders must train sellers differently to better optimize virtual sales enablement practices.
Listen in as Carajane Moore, President and Partner of Hunt Big Sales, explains what the future of sales looks like and why you need to revamp your approach now!