With the internet and other technology continuing to revolutionize the way we live, it’s no wonder that the way we do business continues to evolve. And it appears that the sales industry is among those leading the way.
According to the U.S. Department of Labor statistics, the industry was expected to add 750,000 jobs during a 7-year period — from 2013 to 2020. So, how does that stack up to the more traditional field sales? New inside sales jobs are on pace to outnumber new field sales jobs by about 300 percent.
There are several trends driving this shift. For one, customers are taking matters into their own hands. By the time most sales reps arrive on the scene, prospects already have done plenty of research on their own to get familiar with your products and services — as well as those of your competitors.
As a more educated prospect, he or she may unlikely feel the need for an exhaustive sales presentation during a face-to-face meeting. According to CEB, 60 percent of the buying cycle already has been completed online by the time a prospect talks to a sales rep. IBM’s senior vice president of sales and distribution Bruno Di Leo said the digital revolution has changed the way buying decisions are made.
Furthermore, technology has made it easier to conduct engaging virtual meetings — including videoconferences — saving time by cutting out the need for more time-consuming traditional meetings.
While this trend may require a significant amount of adjustment on how your team develops its sales processes, it also can open up more opportunities to conduct business beyond your region.
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