The world of sales has been constantly changing throughout the last couple of years as new technology has evolved and become more accessible to businesses and sales teams. We are now well into 2019 and some people may be asking ‘what will be the biggest sales trends in 2019?’
Artificial Intelligence and Sales
The use of AI has probably only scratched the surface which means there is only more to come in 2019. The more companies implement Artificial Intelligence into tools used for selling, the bigger the impact on their productivity will be.
AI can help sales people be more productive in several ways, including the following: Firstly, in order to personalise a sales strategy, AI has the ability to analyse huge amounts of data in a short time. Secondly, AI provides recommendations based on massive amounts of data which will save time in regard to following up and reaching out to the right people. Finally, by analysing your past years work, AI will be able to predict your next quarter. It will be able to do this because it has access to a lot of data, and it can also analyse the data.
A strategic approach to sales
There has been a lot of growth over the last couple of years when it comes to sales, especially when it comes to sales enablement. More companies are implementing sales enablement strategies which is definitely going to continue in 2019.
According to Forbes, in the new year, there will be a more strategic approach to sales enablement. First, a proper strategy and plan with clear objectives. Second, a bigger focus on helping sales people develop their skills and be better at their jobs. Next, an easier way to help new sales people get comfortable with selling. Finally, a bigger focus on new technology that can help the sales process.
The Omni-Channel Experience
With technology and Artificial Intelligence being where it is; everybody expects an integrated experience across all types of business channels. People nowadays use various devices to research products and services online before they buy it and most times, they want a personalised experience that flows seamlessly.
Creating Omni-channel experiences plays a huge part in sales, for instance, in bringing the relationship between the sales and marketing department closer. In the past these two departments have been quite far from each other but with the use of an Omni-channel experience, there will be a closer relationship between the two.
In order to do so, there are a few things that need to be done. Creating a smooth transition between all channels e.g. if a customer starts an inquiry on their phone, they should be able to switch to another platform while continuing the same inquiry. Also, without having to say it, social media plays a huge part in the 21st Century and therefore it should be implemented and integrated into all platforms.
For companies to improve productivity and overall sales, it is important to stay on top of trends (like those mentioned above) and implement new technology.