Trends for the future of sales

The use of technology will lead sales over the next 18 months. That's what points the report "State of Sales", from Salesforce, which heard 200 Brazilian leaders, as well as executives from other countries. Here, expect a big increase in the use of applications to close deals through mobile devices. The increased use of Sales Analytics is also anticipated, since the feature helps the teams to explore data as revenue per quarter, productivity of sales representatives year-on-year and conversion rates.
The analysis of the information helps to reveal unknown trends and identify target areas, to maximize future growth. According to the report, the best sales teams are already using data to make informed decisions and behavior-based to boost sales. The study found that the sales teams that have higher performance are much more likely to maximize technology, especially the use of analytics and mobile devices, and to take advantage of the whole organization in the sales cycle.
Among the 200 team leaders ears in Brazil, 33% said they use Sales Analytics and expect an increase in this use of 117% over the next 12 to 18 months. Already 29% use mobile devices and applications await a 158% increase by up to a year and a half. According to the survey, the three main goals of these leaders are: gain new clients (78%); increase the value of existing ones (60%); and create deeper relationships with them (51%). The three key metrics of success are: the number of new customers (68%); the number of prospects (37%); and the new billing amount (37%).
On the three main challenges for the Brazilians, the majority (55%) said that the needs of the customers have become more sophisticated. Then, the search for the lowest possible cost, with 53%, and the competitiveness of the market (50%). The expectation on us technology functionality increase next 12 to 18 months is expected for 80% of Brazilians. Almost two-thirds of high-performance leaders consider sales are 100% responsibility for your entire organization, 1.6 time more than the leaders of moderate performance teams.