Introduction to Sales - Trends Affecting Sales

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New Theories and Techniques Professional selling is a discipline that is constantly changing. New theories and techniques are briefly heralded as the next great advancement in sales management. But all too often, they're quickly dismissed as obsolete, as newer trends emerge and require salespeople to adapt and update their skills and attitudes in order to remain competitive.

Main Trends Influencing Sales There are four main trends that affect the sales environment: constant advances in technology, the ever-increasing global marketplace, the increasingly diverse workforce, and the rapid increase in competition.

Constant Advances in Technology All sections of an organization, including sales, have to contend with technological advances – the first of the trends. Sophisticated technology that can help a sales team's performance is readily available. Each team member should become skilled at using handheld devices, mobile computing, instant messaging, and all forms of social networking.

These are a few ways technology has created new venues and channels for sales. For example, a printer cartridge supply company begins receiving such a large number of orders through its web site that it creates a "click to talk live" function. This allows customers to interact in real time with a customer service representative who has had sales training.

 The Ever-Increasing Global Marketplace The second trend is concerned with the global marketplace. As globalization increases, companies feel pressure to seek sales penetration into foreign markets. Salespeople frequently spearhead this kind of initiative. Salespeople need to grasp logistical demands, as well as try to establish relationships with customers from different cultural backgrounds.

This process can be very slow. Consider the example of a broadband solutions provider that has decided to move into a foreign market. The salespeople sent to the new market work hard, but progress is slow. Back at the company's head office, personnel in the Sales Department become frustrated at the lack of progress. Meanwhile the salespeople in the foreign market feel cut off and isolated, and their confidence is low. (...) 

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