4 years ago
March 17, 2020

7 Top Sales Trends of 2020

Each new year changes how things are done in the sales industry. Innovation, new technology, and the changing business landscape help shape the top sales trends. You need to proactively…

Claire McConnachie Recruiter
Claire McConnachie

Each new year changes how things are done in the sales industry. Innovation, new technology, and the changing business landscape help shape the top sales trends.

You need to proactively welcome change to stay one step ahead of the competition. Your sales team’s ability to keep up with the top trends and understand which are worthwhile can be a key difference-maker.

Being an early adopter of important trends can help you recruit more customers, keep your sales funnel full of prospects, and most importantly, help you meet and exceed your sales quotas.

As with most years, there are a number of sales trends that have come to the forefront in 2020. According to our expert Toronto sales recruiters, here are the top sales trends for 2020:

Toronto sales headhunters discuss top sales trends of 2020

1. The Shift to a More Personalized Approach

For years there has been a focus on making the sales process more efficient. Artificial intelligence and software solutions have led the way. While the use of these applications can create greater efficiency, it has come at a cost – reduced personalization. With so many organizations competing for the same customers, it can be overwhelming for customers.

One way to differentiate yourself is to focus on personalization. Put emphasis on building strong and real relationships with your customers. Move away from too much of a systematic approach and have real conversations. Be authentic with your customers. They will be more likely to remember you and feel like they are more than a number. It’s all about creating memorable customer experiences. Make it as engaging as possible for your customers and you will reap the rewards.

2. More Automation

Counter to the previous trend, you can also expect companies to invest more in AI solutions. Technology allows you to gather important insights about customer behaviours, and when used effectively, can help you automate mundane tasks. AI can help you develop a more informed strategy. Use this data to create a more personalized approach when intersecting with your customers. A combination of personalized interaction and AI-supported decision making is a recipe for success.

3. Capitalizing on Selling Through Social Media

Social media continues to become a more integrated part of companies’ sales strategies. We’ll start to see it become even more commonplace in 2020. Expect to see sales reps looking to connect with and build relationships using social selling tools and platforms. Social media has become the next touchpoint for sales reps to regularly communicate with customers.

4. Utilizing LinkedIn for Sales

LinkedIn continues to create new features that allow for greater synergy with the sales industry. The platform is making it easier for sales professionals to find and connect with potential customers. This means more sales professionals are going to take advantage. Expect LinkedIn to continue to add additional features that will help professionals connect and do business together.

5. Greater Focus on Sales Professionals Being Content Producers

Your job as a sales rep is to do more than sell. Top performing sales companies understand the importance of being a source of reliable and dependable content.

Content is a significant part of your sales strategy. It can help you build trust with prospects and getting them more engaged and interested in what your company has to offer. Creating content across multiple platforms is a key success factor. You’ll have a strong presence, improve your brand reputation, and draw in more prospects to your sales funnel. So, create great content – make it focused on your target customer segments.

6. New Targeted Demographic

Who you sell to is changing.  No longer are Boomers and Generation Xers your targeted demographic. Millennials have matured and are now in a position to make key decisions, personally and professionally. How you sell to millennials matters. Look for many organizations to shift their sales processes and approaches to better accommodate the millennial buyer.

7. Greater Collaboration With Marketing

Sales and marketing go hand in hand today. There is a lot of crossover. These functions need to work in unison for companies to have the most success. Expect to see more collaboration between sales and marketing teams. Some organizations may even bring them together as one collective unit.

Learn More About Selling in 2020 From Toronto Sales Recruiters

Want more sales tips and tricks? Check out these blogs by our sales experts. These posts are packed with actionable and insightful tips to help you sell better and be more efficient:

8 Signs That It’s Time to Expand Your Sales Team

Don’t Give Up! 4 Ways to Salvage a Sale

To Send or Not to Send? 5 Tips to Use Texting as a Sales Tool

6 Tips for Recruiting Sales Candidates Over the Phone

Recruiting Salespeople? 5 Overrated Sales Interview Questions to Remove From Your List

How to Close a Top Sales Candidate When They Have Multiple Offers – 7 Tips From Sales Recruiters

Noticing a Drop in Sales? 7 Ways to Get Your Sales Team Back on Track


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.

Claire McConnachie Recruiter

Claire McConnachie

Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.