Over the years we see a lot of changes in our customer buying journey right from purchasing a Soap to an Aircraft. The customers are in control as they know how any information can be found as they seek before they show interest in listening to your sales pitches and going through your product/services brochure. The AI and Automation taking over most of the jobs, as a Salesperson we should adapt the changes and achieve better results in pursuit of our career.
According to recent studies by the end of 2020, the interaction of a customer and business will not be by an actual human. 40-50% of the time spent on sales activities could be automated by technologies currently available—which, of course, get smarter every day. For salespeople who follow traditional methods of prospecting, qualifying and moving closer to sale will not be good news.
Companies enabling digitization with AI, machine learning & automation are meant to simplify and streamline the processes, saving companies time & money while bringing extra value to the customers. These are clear signs that technologies can do a lot in the world of sales. Only the Smart Sales Pros will embrace change at every turn, accordingly, they will adapt and change their sales strategies.
How to adapt change in your Sales Career and achieve better results!
The first thing we should always remember that “people buy from people” the importance of human touch isn’t decreased with the advancement of technologies. In the world powered by technologies, for a salesperson having a solid reputation as a credible subject matter expert, strong network-especially with those high-level decision-makers are the most valuable currencies of all.
Instead of focusing to push the product/services that you sell and meet your sales quotas (which is also important) make time every day to build a personal brand and expand a personal network.
Think like a customer and understand the challenges that they face, start building your expertise and knowledge on how you can solve those challenges.
Write about your expertise and knowledge in a blog, talk about in a video or any social channel, present those topics which you are expert in Industry Events & Forums – make a name for yourself in the industry you’re immersed in. It’s not all that difficult, you’ve just got to want to do it.
Lastly, it’s important to distinguish between technology replacing the role of a salesperson versus technology enhancing the ability of salesperson to skyrocket their performance. If Salespeople can learn how to leverage AI, automation & machine learning to help them delivering on all fronts without loosing the sight of the importance of human touch, they will not only succeed but also thrive in this Digital Age.