Since sales is all about people, it’s one of the professions out there that is constantly evolving. As a result, those in sales jobs need to ensure that they’re performing to the top of their game and appealing to their relevant clients. A lot has happened in the past couple of years, which has caused the sales sector to change.
These adjustments involve technology evolution, as well as the global pandemic. As previously mentioned, sales is all about people, meaning that we must always consider what’s happening in the world when devising a successful sales strategy. So, what are the latest digital sales trends?
Sell to the New Generation
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First thing’s first, salespeople need to think about targeting the new generation. Although millennials used to be the focus, salespeople now need to shift their attention to Generation Z. Generation Z refers to anyone born between 1997 and 2012, meaning that the upper end of the generation are now in their early to mid-20s. This generation is much different to any other generation that has come before it, as those born within this timeframe were born into a world of technology. Gen Zers grew up with online shopping, smartphones, and social media, meaning that they’re much more technologically savvy.
This familiarity with technology leads to a greater awareness of what’s going on in the world, meaning that Gen Zers are much more concerned about current affairs and their impact on the globe. For instance, environmental issues are at the forefront of priorities for this generation. Therefore, in order to appeal to the new generation, you must optimize your technological practices, whilst practicing good values.
Be More Strategic About Sales Enablement
As we evolve, sales enablement becomes more and more critical. The new generation is all about efficiency. From software and resources to sales coaching and access to best practices, sales teams must do all they can to increase their chances of success. Sales enablement platforms aim to make the buying process quicker, easier, and more efficient. Having detailed information on prospects allows your sales team to plan meetings more effectively, thus reducing time and generating sales faster. Additionally, sales enablement tools reduce distractions and overall complexity for reps by automating tasks and allowing them to spend less time on administrative work and more time chasing leads.
Use Machinery
Artificial intelligence is all the rage these days and is capable of transforming entire industries. Following on from sales enablement, artificial intelligence can aid you in doing this, as well as a multitude of other things. The more artificial intelligence that you can implement into the tools you use, the more efficiently that your business will run.
Additionally, artificial intelligence allows for better productivity, as it’s much easier to analyse large chunks of data, obtain data-based recommendations, and also predict the future of your finances. Today, artificial intelligence is more accessible than ever before, meaning that it doesn’t have to be out of reach for businesses across the globe.
The Omni-Channel Experience
As previously mentioned, Generation Z have grown up with technology, meaning that they’re used to using a multitude of channels. If a sales team wants to be successful, they must be competent across various channels, in order to keep their younger clients engaged. Today, clients look for a seamless integration and, in its absence, they may not be satisfied with your team’s performance. Ensure your practices flow from channel to channel to keep up with the latest trends.
