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What Does 2018 Have in Store for Sales?
January 11, 2018
The past few years have taught us the future is unsure and evolving pressures can create an unpredictable market. However, emerging trends and technologies can help sales teams prepare for these unexpected changes and help them craft adaptable strategies to effectively and quickly respond to whatever is thrown their way.
As we settle into 2018, here are the top four trends that will affect sales performance in the year ahead.
Trend #1: Selling as a team sport will replace “lone wolf” activity.
Sales reps have long been known for their go-it-alone personality type. Competitive by nature, sales reps thrive on setting their quota – and surpassing it.
In 2018, however, sales organizations will begin a cultural shift from this “lone wolf” mentality toward seeing selling as a collaborative endeavor. This change will be driven largely by new technologies, which are enabling more peer-to-peer collaboration and resource sharing – even for remote teams. Additionally, a natural next step will be the strategic shift in monetary reward structures, where sales organizations will begin to base compensation not only on individual performance, but also on an individual’s contributions to the advancement of team goals.
For the company as a whole, the business does well when the team performs well. By implementing a more strategic rewards system, compensation structures will not only drive improved performance for individuals, but will also promote peer collaboration, knowledge and information sharing, and more friendly competition to reach shared goals.
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