There is no doubt that the sales organizations have experienced major evolutions. Buyers have become more choosy and harder to reach. Customers have become more powerful to leave a product for alternatives, especially when they are offered better. Sales teams are also on the treasure trove of best practices to keep pace with the customers demand. They are adding tremendous innovations to their sales trends every year. In 2015, we saw a lot of modification and diversification in traditional sales methods. Inside Sales Box predicts few best practices that can be opted by sales team in 2016.
1) Sales management will become more data-driven:
Sales managers are usually unaware of the fact that their strategies are actually helping in increasing the revenue or not. As a result most sales managers are relying on their intuitions to make decisions which is more like throwing darts in the dark.
It is now possible to gather and analyze the sales performance data with Increased data CRM and survey vehicles.
2) Trending towards inside Sales:
The organizations which were following traditional structures are transforming into modern frameworks. They are gradually changing from outside sales to inside sales model. Inside sales reps work remotely and are directly liable for closing their sales. Studies say that, inside sales is growing 300% faster than outside sales.
Inside sales software is critical for better managing the sales team. It empowers the reps with analytics that allows them to prospect faster and close more sales. With inside sales software reps can experience benefits like faster response rate, maximum conversions with optimal performance.
3) Predictive lead analytic software will be used more in 2016:
Companies have been using lead analytics tools to score new leads which have the highest possibilities of closing down. Sales reps are usually packed and are bounded to accomplish their targets. Predictive lead analytics software is used to forecast the leads that are more likely to close and generate high revenues, so your team can focus more on those leads and use best practices to pitch them. With these predictive analytical tools sales reps won’t be wasting their time after the leads that are not qualified prospects. More companies in 2016 will be approaching such tools to pitch smarter.
4) Social selling will emphasize more on content marketing:
Companies that are more actively promoting their blogs are able to generate 67% more leads on a monthly basis compared to the companies that don’t do blogging at all. Content marketing is proved to be a great method for success of social selling. Pushing your content on the social sites, gives you the best possible chances to make relationships with the clients and close more deals. According to a Forbes research, 78% of salespeople using social media outsell their peers, and they were 23% more successful in achieving their quota. This shows that the content marketing is definitely growing and has the possibility to prosper even more in the upcoming year. In 2016, companies will emphasize more on creating unique and impressive content.
5) More usage of big data:
Big data refers to a collection of data sets so large and complex that it becomes difficult to process using ancient data processing applications. According to the research study of CSC, there will be 4,300 percent increase in annual data generation by 2020.
By 2016, inside sales box predicts that, sales reps will adapt data-driven methodologies for their sales accomplishments like targeting high-value customers, retaining their existing customers on plank and growing their current opportunities.
In 2016, inside sales box predicts that the companies will be more upgraded and high on technologies. They will have better sales methods and technologies to compete with their peers and generate high revenues by targeting high value clients.