Q4 has already started, and this means that we are only a few months away from 2019. Some of our clients have created a full sales strategy for this year, however different positive and negative implications have already taken place and key lessons learned – which is why businesses should adapt to the everchanging consumer purchasing habits and develop new techniques to be effective.

For salespeople, it is important to blend in with the different trends that resonates with customers. Trends depicts how products and services should move and innovate because the sole reason why these are created is for the consumer’s benefit. Given that most companies are using technology to acquire further knowledge about buyer behaviours and the future of sales roles, there is no doubt that sales trends are also advancing with the use of automation programs.

In this article, we will look at the different sales trends in 2018. Here are common business strategies:

  1. The Personalisation of Sales – One of the top sales trends this 2018 is personalisation. According to Accenture’s personalisation pulse check this 2018, about 2 in 3 consumers are more likely to purchase from a retailer if it sends them promotions that are relevant and personalised. Since the digital age has a huge impact when it comes to making a natural marketing communication through consumers, businesses can easily create humanise content for consumers using modern technology to convey goals.
  2. Using Artificial Intelligence and Automation for Sales – AI and automation saves the staff time when it comes to collecting data, which means less time answering calls and more time on more essential tasks and initiatives such developing new selling techniques, conducting sales performance analysis, and sales coaching to client-facing employees.
  3. Structured Sales Influenced by Millennials – Companies today are hiring more and more Millennial people. Marketers who succeed in handling their sales will proactively assess the impact millennials may have on their market from a macroeconomic perspective and as social influencers, which could affect bottom line campaign results.
  4. A Call for More Efficient Leads Management – More advanced sales and leads platforms are created to enable companies respond to every potential customer’s concerns as quickly as possible. However, many businesses are yet to fully realise the potential of these solutions in their sales operations. In fact, a recent Harvard Business Review study revealed that a large portion of companies are slow to respond to their potential customers; 24% of 2,241 U.S companies took more than 24 hours, and 23% of companies never responded at all.
  5. Account-Based Sales Leveraging Content – Companies are bringing together sales and marketing leaders to create a cohesive strategy to grow key accounts. And in 2018, creating content with the purpose to adapt to the natural behaviour of your consumers and heavily engage on building trust between business to community relationships. In this way, companies’ sales and marketing teams can design a successful campaign by tailoring content to specific consumers along the buyer’s journey.

This sales trend is focused on how buyers’ behaviours are changing with the rise of digital engagement and purchasing decisions, and the impact this is having on sales roles across both B2B (business-to-business) and B2C (business-to-consumer) channels.

If you are looking for a remedy to enable your company to create more sales and leads, KONA can offer you sales training. Contact us today to learn more Sales Management Training program can benefit your business today.