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What sales trends are you expecting for next year?
Are they the same as this year? Have you seen some new trends emerging that you think will be big next year?
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4 Answers
Its interesting that we even talk about sales in terms of trends. It shows the new levels of sophistication that are being brought to the game. I think there is still tremendous momentum around Sales 2.0 and this concept of making sales teams and sales organizations more efficient. Even if you set aside the "Customer 2.0" talk, there is such huge upside in making your sales team better. So, this is a trend that has begun this year, but expect more to come and in particular, more stories of sales teams integrating all the technologies and processes together into sales "machines".
Agree with Craig that we will see continued focus in 2011 on driving Sales effectiveness through technology. Companies will strengthen their investments in technology that improves lead generation, pipeline management and business intelligence. There is a risk in 2011 that Sales will have access to so much data - CRM, web, email, social, mobile - that productivity could be negatively impacted.
With the continued economic decline brought on by increased regulation and taxes, companies will also work to reduce the cost of Sales - the greatest part of COGS. Automating renewal processes, moving smaller deals to less costly teams and limiting commissions on year 1 new business will be the norm. Due to reduced spend on Customer Service functions, Sales will be expected to fill the gaps to take care of the customer. All this looks to make 2011 (another) rough year in the trenches...
Based on trends we're seeing emerge, sales trends are going to reflect directly on good marketing in non-traditional ways. The companies that are unique in their marketing with a lot of creativity and new approaches should earn higher sales than others. For example, the Old Spice commercials really created a buzz around an otherwise boring brand and sales ended up reflecting this positive buzz.
Zach
www.Trendhunter.com
For more trends and implications in a variety of fields, try the Trend Hunter Pro Trends.
I am expecting a 20% growth in our ecommerce sales in 2011. This has been the trend for last years.
Bilguun
www.serola.net
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