In sales, the only constant is change; everything else is in flux. Adaptability has always been important in the sales organisation; this is now more pertinent than ever. In LinkedIn's annual State of the Sales report, we surveyed 1,000 buyers and sellers in Australia to uncover key emerging and enduring trends.
Here's what to look out for:
Long-term metrics are stepping to the forefront with customer satisfaction pulling ahead as the #1 measure of seller performance.
The data-driven sales organisation is on the rise with data being used for everything from prospecting accounts to evaluating closed-lost business.
Sales technology is transforming the sales organisation; sales intelligence tools, in particular, are now critical to closing deals for 72% of users.
Trust gets deals done but just 35% of buyers describe the sales profession in general as trustworthy.
Building a sales team with the right skills continues to be a challenge as hiring managers and buyers have different priorities.
Top sellers behave differently from their counterparts in 4 ways and these behaviours can be replicated.
What else does it take to thrive through change? Find out in the LinkedIn State of Sales Report 2020: Australia Edition. Get your copy now.