The Future of Sales - Where Sales Funnels Are Leading Us

The type of sales skills required have undergone a radical evolution. In the 20th century, for example, a talented salesperson could travel door to door selling encyclopedias and provide prospects with valuable product information.

Today, however, sales teams are predominantly comprised of inside reps who leverage a variety of digital resources to help buyers understand products and make informed purchasing decisions. Whether they’re using chatbots, personalized video demos or webinars, these sellers have a unique set of tools at their disposal that allow them to create and deliver value across the entire buyer journey.

With the rise of self-serve purchasing and marketing doing most of the prospecting work, the role of the salesperson has evolved into one that requires more strategic thinking and deeper relationships. This makes the right talent hard to find. With entry-level sales roles becoming increasingly automated, and the need for many traditional prospecting activities to be augmented by a wider remit, it’s likely that the number of salespeople in a typical organization will decrease.

Regardless of the size of your sales team, it’s essential to clearly define roles and communicate the benefits of each. Then, empower and reward salespeople to be leaders in their own right, rather than just focus on hitting a quota. The best way to do this is by giving them access to the data they need to optimize their performance. Having an accurate picture of your funnel, the types of prospects you’re attracting and what stage they’re at in their journey is vital for deciding where to invest time and effort.

For instance, prospects that are in the Awareness stage need content that’s curated to introduce them to your brand and get them familiar with what you sell. While individuals in the Interest stage require deeper information such as case studies, videos and webinars that educate them about the benefits and features of your product. And those in the Desire stage want to take action and are looking for product overviews, discounts and a clear path of how they can benefit from making your purchase.

As the need for personalization in sales continues to grow, it’s important that you have a deep understanding of your buyers so that you can tailor content and experiences to their specific needs. This will improve engagement and ultimately increase the likelihood of converting them into loyal customers.

With a clear understanding of your sales pipeline and where it’s heading, you can ensure that you’re investing the most time and resources in the areas that will drive growth for your business. And with this knowledge in hand, you’ll be able to build the sales team of the future and start delivering the kind of value that today’s customers demand.

Learn how To build sales funnels

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