Quick insights: B2B sales 2023

Marketing

April 24, 2022

Sales is an ever-changing field. The sales environment is constantly evolving, and salespeople need to be trained on the new ways of doing business. But what are those new ways? It turns out there are five important trends that every person in sales should know about:

Businesses are aggressively hiring salespeople

Companies are aggressively hiring salespeople.

The employee turnover rate in sales has reached an all-time high, with 70% of industry professionals expecting to leave their job within the next year.

We’re also seeing a rush on talent: there are more open positions than candidates for them, which means that wages for these employees have increased significantly in recent years (by about 3%, on average).

AI and automation are used in sales at scale

Sales reps will use AI and automation at scale to accomplish their goals. This means that they will leverage these technologies not just to make their jobs easier, but also to be more effective. Those who are able to harness the power of AI and automation will be able to use them as tools for improving their results. Those who do not take advantage of these tools will be left behind.

Sales quotas are based on formal market segmentation

Market segmentation is used to determine sales quotas. The market segments are determined based on customer needs and wants, geographic location, industry type, product type, etc. For example, if you have a product that is targeted towards consumers in the healthcare industry, it makes sense to break your audience into segments according to geography (i.e., US vs Canada).

There's a return to personal selling coupled with marketing automation

As the marketing industry continues to evolve, the role of marketing automation will continue to grow. It's still important to use personal selling methods, but you'll need to combine them with AI-driven automation in order for them to be effective.

Senior executives engage in sales activities

The role of senior executives in B2B sales has changed dramatically over the past decade.

  • Senior executives are now involved in sales activities, with some reporting that they are spending up to 80% of their time on these activities. This means that they have less time for other functions like business development and product management.
  • More senior executives are more involved with sales teams than ever before, having regular conversations with them to get a better understanding of what’s happening at the front lines of the organization’s operations: both good news and bad. This increased level of participation can lead to better communication between internal departments, which may help boost overall performance across your entire organization!
  • More senior executives are also more involved with sales management – meaning there’s a direct line between them and those who lead your team(s). That means it's less likely that any problems or issues will go unnoticed - which could save you valuable time when dealing with disputes/complaints later down the road!
Sales training is more effective than ever before

Sales training is more effective than ever before.

  • B2B salespeople are now equipped with the latest technology, including AI-powered chatbots and automated email campaigns that can learn from their performance and adapt accordingly. With these tools, sales teams have access to a range of valuable data points that help them understand what works and what doesn't in a much more precise way.
  • Sales training is also becoming more effective due to the rise of the digital salesperson—a breed of professional who knows how to leverage these new technologies to improve their own performance through continuous learning on top of traditional skills like closing deals.
Conclusion

The sales industry is changing, and so are the people who make up its workforce. These new trends have created opportunities for B2B companies that were once left behind by their competitors. It’s time for you to take advantage of these changes and learn how to adapt your sales practices in order to stay on top of your game!


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