Digital Sales Transformation Tips

Over the past three hundred years, we have undergone many industrial revolutions — steam, electric and computing. We are currently witnessing the fourth industrial revolution — it is a revolution related to data processing. With the arrival of the fourth wave of the revolution, we can enjoy new technologies such as IoT (Internet of Things), artificial intelligence or data science.

The Seven Elements

In this article, we briefly outline seven elements to look for when taking a course on digital sales transformation, as part of the fourth digital revolution.

80%

Sales teams using AI technology report significant improvement in customer relationships

72%

Business leaders agree that artificial intelligence gives them the lead in a constant race to acquire and retain a customer.

1 Sales knowledge

AI-powered salespeople will have the upper hand. 80% of sales teams using AI technology report a significant improvement in customer relationships, and 72% of business leaders agree that AI gives them the lead in the constant race to acquire and retain a customer.

2 Technology Acquisition Board

Modern technology only makes sense if it is implemented quickly enough to keep up with changing requirements. Companies that do not understand the 4.0 revolution omit technical people. In the process of continuous integration of IT solutions, administrators, developers and architects cannot be left out.

3 Mobility

According to Gartner's latest research, in the near future, the amount of data manually entered into CRM systems will be reduced by 50% thanks to the implementation of mobile technologies that increase productivity. Most of the daily tasks of traders will be performed from the phone with the help of artificial intelligence and automated processes.

4 Coaching

Training alone is not enough. The amount of acquired information decreases by 20% already twenty minutes after the meeting, and after a month the trader remembers maybe a fifth of the presented material. If we combine training with coaching, the retention of knowledge can be maintained at the level of up to 90%.

5 Attitude to the customer

Create an environment where sales leaders place emphasis on customer focus and where good customer experience is the most important. Sales representatives need to focus on creating added value in order to differentiate their offer from the competition.

6 Agile and always in a team

Sales is a team sport, there is no place for individualists. Find people who enjoy collaborating with others and want to achieve common success. More than once it happens that one customer will contact multiple sales representatives. Create sales teams composed of specialists in various fields, united by an attitude towards the needs of the customer.

7 Openness and responsibility

You need to create an environment of trust, where sales reps can share their ideas and concerns without any problems, and sales leaders will treat them with full seriousness and understanding. Google has conducted a study that found that efficient teams (not just sales) do not base their great performance on high qualifications or intelligence, but on openness, understanding and transparency.

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