In an interesting article by Laura Fagan we are told of 4 Sales & Technology Trends that are / will have an impact.
SpeedAuthor can help you by enabling your sales team to create those sales documents faster while keeping a consistent corporate look and feel to your RFI’s and RFP’s etc.
1. Young sales reps lack traditional skills
While today’s graduates are very sophisticated when it comes to using technology, they are often not so smart when it comes to people skills and a nose for sales. Gschwandtner says that it is now more important than ever that companies train new reps on the basics of establishing a relationship and having value-added conversations. He also says that it’s vital that companies use aptitude tests and other sciences to hire sales people with a true drive to succeed.
2. There are less sales jobs and more sales support jobs
By 2020, 80% of business-to-business transactions will be automated. As a result, Gschwandtner says in the coming years we can expect the number of sales jobs to shrink from 15.5 million to just four or five million. In the meantime, technology has created more and more sales support functions. For example, companies often now need people to manage the information that is delivered to sales reps on their laptops and mobile devices
3. Buyers are making decisions without human help
60% of a buyer’s decision process in valuating a product is now made online. Buyers are making self-selections and using self-service more than ever before. This trend means that the sales person’s role is no longer to provide information about a product. Their role now is to add value by understanding the needs of a customer. Gschwandtner says that only those who make that transition will have a future in sales.
4. Video sales enablement is in and phones are out
Gschwandtner forecasts that very soon video conversations will become the norm for sales reps and teams, while phone conversations alone will become obsolete. This is because only so much can be understood through words, while body language is much more effective. Gschwandtner also sees this video sales enablement making the hiring process more automated, with video resumes becoming the norm.
At SpeedAuthor we believe providing your Sales team with the right tools for their job is essential. Our solution is in use worldwide helping companies from small to large and over a variety of market sectors to look after all their document creation requirements.
You can read the complete article by Laura here…