As the New Year inches closer, the future of mobile technology looks bright. Sales teams everywhere are fully aware of this, which leads to one question – how big of a role will tech play in the sales industry in 2014?
To find the answer to this question and additional insight into the world of sales, we spoke to Daniel Fantasia, the president of Treeline. His company is one of the largest sales exclusive executive search firms in the country.
So what was his take on what the future holds for his industry?
The need for speed
Fantasia believes that sales reps will constantly need to be on top of their game in 2014, and this is primarily because of consumers. Today, consumers can get their hands on the data they need from resources such as the Internet in a matter of seconds. This means that companies need to increase the speed and efficiency of business in order to keep pace.
Furthermore, companies need to craft a “Sales 2.0 model” in 2014. Fantasia stresses that everyone has to be on the same page about how they’re going to drive traffic in the coming months.
“It’s not just about sales – it’s about sales and marketing working together,” Fantasia said.
Some technologies that companies will need to use to stay in the game in 2014 include Salesforce, Marketo, VisibleGains and InsideView. It’s this type of tech that will give representatives the opportunity to find data and contacts quickly, and speed is a must in the Digital Age.
Who is the ideal 2014 sales rep?
As companies ring in the New Year, Fantasia expects expansion within inside sales teams. It’s these representatives who can help companies keep pace through the use of new technology.
“Almost every single company has one major need – to build an efficient low-cost sales organization, and that starts inside,” said Fantasia. “Everyone is hiring inside sales reps.”
This doesn’t mean that field sales representatives are going extinct. They’re still necessary, but Fantasia believes that companies will be looking for individuals who can go above and beyond the call of duty. Because there is a smaller ratio of field sales reps to inside sales reps, each person needs to be an invaluable asset to the company.
For example, Fantasia said that businesses might specifically start looking for field sales reps who surpassed their quotas in the past and have domain expertise. Needless to say, people who are vying for a field sales representative position will have their fair share of competition.
How to get a fast start
No one wants to be left behind – the New Year is the perfect opportunity to start fresh. With this in mind, there are a few tips you can take into account to ensure success for your company.
First, it’s critical to spend a certain amount of time finding sales representatives who understand what your business is trying to achieve. Equipping them with the right tools such as Salesforce and VisibleGains can push your objectives.
Next, adopting new technology to stay in the race with consumers is a must. Whether it’s the integration of tablets – a device that continues to grow in popularity – or utilizing new enterprise apps, up-to-date technology is crucial.
Finally, engaging with customers and knowing their needs is essential. This can help any company maintain its reputation and brand integrity. On a similar note, taking the time to nurture existing clients and obtain upsells can guarantee a bright 2014.
