Customer Insights

The Future of Sales in 2025: A Gartner Trend Insight Report

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The COVID-19 pandemic has drastically accelerated B2B digital commerce. Digital-first is becoming the new normal for buyers, who dedicate less and less time to offline interactions with suppliers.

This trend will increase over the coming years. According to Gartner, "By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels." This has a clear impact on traditional selling, which is highly dependent on customer-facing interactions.

Over the next five years, an exponential rise in digital interactions between buyers and suppliers will break traditional sales models

To successfully engage with the "digital-first" and "everywhere customer", sales leaders must adopt a digital mindset and put the focus on multiexperience selling via digital channels. This will exponentially increase the number of touchpoints and interactions between buyers and sellers, creating interdependencies and interconnections that will be hard to manage without the right data and analytics tools.

Enhancing Sellers' Experience and Intuition with Data-Driven Insights

Intuition and knowledge are not enough for the new virtual selling. The sellers' talents need to be enhanced with technology able to gather and process data from disparate sources, to finally provide highly valuable information to the sellers for effective customer engagements.

In other words: "Sales leaders need to optimize their sales processes with data-driven insights about the health of their pipeline, what deals to focus on or (…) what to do next on a specific deal", states Gartner in the above-mentioned report.

This is just one side of the future of B2B Sales, which will be defined by the convergence of hyperautomation, digital scalability and AI. The prime location for this convergence to take place is directly within a Salesforce or other customer relationship management (CRM) system. Sales leaders stand to gain incredible value by converting their systems of record to a system of insight with an augmented CRM.

Read this report to understand the trend that Gartner is seeing for sales teams through 2025.

Gartner, The Future of Sales in 2025: A Gartner Trend Insight Report, 8 September 2020, Tad Travis, Cristina Gomez, Michele Buckley

GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

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