1 year ago
February 23, 2023

The Future of Selling – Is Selling Dying?

Selling is an embedded part of doing business. We’ve been hearing about the death of selling for decades. For years, people have been predicting that sales professionals would be replaced…

Brandon Biafore Sales Recruiter
Brandon Biafore

Selling is an embedded part of doing business. We’ve been hearing about the death of selling for decades. For years, people have been predicting that sales professionals would be replaced by technology or robots. 

And what’s happened? There are just as many salespeople as ever. But the way we approach sales is very different from what it was in the past. 

Selling is definitely not dying. It is evolving, and the future of selling will continue to change as we learn new ways to leverage technology, improve efficiency, and uncover new ways to serve customers. 

There are a number of top trends that will shape the future of selling. Our sales recruiters list some of the most impactful here:

1. Digital and remote sales

The COVID-19 pandemic has accelerated the trend toward remote work, and it’s likely that many companies will continue to embrace this model even after the pandemic subsides. This will require salespeople to be comfortable and effective in virtual selling environments. Expect there to be an increase in digital and remote sales tactics and processes. 

2. A shift to a more consultative role

With access to information and reviews at their fingertips, customers are more informed and empowered than ever before. This means that salespeople will need to be more consultative in their approach, offering expert advice and value to their customers, rather than simply trying to sell them a product or service. Customers are increasingly expecting sales professionals to be product and service experts. 

3. Greater technology integration

The use of technology in sales processes is growing rapidly. Just think of all the tools you have access to today: 

  • customer relationship management (CRM) systems
  • marketing automation tools
  • artificial intelligence
  • virtual reality

This technology will allow salespeople to work more efficiently and effectively, while also providing customers with a more personalized and convenient buying experience. Expect even more tools to become available to support sales professionals in the future. 

sales person looking into their computer

4. Data-driven decision-making

Data continues to drive decision-making in sales. Sales teams will increasingly use data and analytics to inform their selling strategies and make data-driven decisions. This will require salespeople to be more data-literate and familiar with technologies such as business intelligence and predictive analytics.

Despite these changes, the fundamental skills and qualities that make a successful salesperson will remain the same. To have success you need to be a strong communicator, have empathy, adaptability, and the ability to build and maintain relationships. While the strategies and tools used in selling may change, the need for human connection and relationship building in sales will always be present. So don’t worry. Sales will not die off anytime soon. 

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Brandon Biafore Sales Recruiter

Brandon Biafore

With a background successfully leading sales teams (overseeing training & development, driving sales & revenue, and ensuring delivery of exceptional customer service while executing cost control), Brandon is a sales recruiter with a solid understanding of what it takes to succeed in sales leadership role, as well as the challenges faced by hiring managers in finding top sales talent.