Without a doubt, COVID-19 has revolutionized the way B2B sellers and buyers engage right through the sales process. While a lot is talked about how the sales process has changed, it is also crucial to focus on the changing role of sales professionals.
A modern-day sales aficionado combines the knowledge of sales with emerging technologies to overcome the barriers of today’s selling scene. The post-pandemic era has been a learning curve for these sales representatives, as they continue exploring unique opportunities to up their sales game.
Let’s discuss the most talked-about traits that all sales leaders share to phase out the present-day sales challenges faced by sales management teams.
Adapt analytical and process-driven approach
The 21st-century approach to sales is centered around data. Sales leaders across industries are shifting to insights and data to assess whether their current strategies are working for them or not. A global survey found 56% of sales representatives leveraging data to target prospects. The findings further reported a 54% increase in those using sales intelligence tools.
To outsmart competitors in this ever-evolving world, sales management teams are emphasizing more on data. And with the current economic fallout, organizations that adopt a data-driven approach can meet the needs of the fast-changing market.
By shifting from the traditional to a more unconventional data-backed sales approach, sales leaders can understand the products and services gaining traction in your business.
Mentor fellow sales managers
Present-day leaders transform their co-workers’ way of operating. Leaders need to uplift their sales management team by inspiring and coaching them to work towards a shared vision.
As a sales manager, it becomes necessary to chalk out a structure that makes others onboard feel empowered and supported throughout the sales lifecycle. When sales leaders offer consistent support through clear communication and meaningful resources, the entire sales management team benefits.
Besides just developing their employees into prolific sellers, sales leaders build them into future sales leaders.
Embracing the remote work culture
Among the several changes that the pandemic brought, the transition to remote working has been the most significant one so far. According to a recent survey, over 60% of sales reps that moved to virtual meetings claimed the new form of pitching products or services to be more effective than the pre-pandemic approach.
The in-person style of conferences went by the wayside since the onset of COVID-19, pushing sales professionals to adopt new approaches. This paved the way for unexpected benefits to sales representatives, preventing them from selling their offerings through one-on-one meetings.
The growing adoption of technologies has propelled sales leaders to emphasize how they approach their prospects. Sales leaders recommend the novice workforce to navigate the current crisis by expanding their presence across digital channels. By doing so, they can reimagine the new normal for sales and successfully close more deals.
Perfect the communication skill
Communication is a core skill and an imperative to maintain and lead a healthy sales force. With the rapidly evolving world around us, buyers emphasize how information about the offerings is delivered more than the information. However, sales leaders also consider excellent listening skills a must-have while asking questions or briefing about products/services.
To better understand the gaps in your competencies, pitch your ideas to fellow salespeople and get feedback beforehand. Leaders that are quick to fix their insufficiencies become attractive assets in helping the business thrive.
Hire and foster sales talent
Recruiting the best talent to administer and streamline the entire sales process is crucial in winning the sales war. Sales management teams understand the cost of hiring the wrong candidate can be hefty to their organizations. And to mitigate such risks, sales managers focus on assessments to pre-screen the candidates and then have the right talent on board.
With an abundance of hiring tools available at their disposal, hiring becomes a less strenuous task, ultimately leading to better hiring decisions. Post the exercise of onboarding the right talent; sales leaders recommend working with new recruits to help them understand the nitty-gritty of your offerings before crafting their first sales pitch.
The onus of managing and running sales campaigns is demanding. The shift in the sales landscape requires sales management teams to think of new ways and have a more proactive approach. Organizations focusing on arming their sales force with the aforementioned skills can ensure they are positioned for success even as the world moves slowly towards normalcy.
To support the leaders that will be leading the sales force in the future, sales intelligence platforms like Draup create an impact by helping them with valuable insights. With Draup, your organization receives access to a business intelligence platform that provides sales teams with comprehensive account and stakeholder information to deliver micro-targeted sales pitches.
With data from numerous industries & verticals, the AI-driven sales intelligence tool helps sales management teams discover companies that align with their offerings and solve customer pain points.