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 The big shift in sales is the first consulting, digital and artificial intelligence transformation

Eight in 10 sales professionals say sales roles have changed since the pandemic, and nearly six in 10 say sales today are more attractive than they were five years ago.

According to a recent Salesforce study, it's time to rewrite the sales job description. There's a' big sales turnaround ' underway as sales evolve beyond cold calling and high-risk tactics. Today, sales professionals are more consulting, digital, and comfortable with new technologies such as artificial intelligence for customer service with an ability aimed at becoming reliable consultants and strategic business partners. With 87% of business buyers expecting salespeople to act as trusted consultants, sales teams are building more consulting relationships with their customers and maintaining those relationships to do more than just seal the deal. 

In 2022 research, it is clear that today's connected customer expects smarter, relevant, timely, and proactive engagements with sales. In a trusted, experience-led economy, companies must transform their sales organizations to adapt to a more decentralized and digital economy first and share excessive knowledge. Investing in sales in investing in your customers. We know this because research shows us that to improve the customer experience, companies must start with the employee experience. 

Salesforce surveyed nearly 1,000 sales professionals in the US, UK, and Germany to highlight the state of the talent pipeline project sales teams rely on, highlighting how different and sophisticated "sales" are today from even one, two, or even five years ago. The research sought to understand: 1. How sales teams and the sales profession have evolved and 2. What technology has helped improve customer relationships among sales professionals? 

The research identified a major shift in the sales job: 8 in 10 sales professionals say sales roles have changed since the pandemic, and nearly 6 in 10 say sales today are more attractive than 5 years ago here are some key findings of the research: 

There is a shift from purely transactional relationships, where buyers expect more from their sales teams

• 89% say that sales today are more about listening to the customer than talking to the customer
• 79% say closing deals is not enough to succeed in their business
• 74 % say sales roles have become more advisory and less transactional since the pandemic
• 81 % of salespeople say smart insights improve their relationships with customers

Developing relationships has almost its challenges, and many salespeople yearn for more training

• Half of the representatives (51%) expect the sale mainly to go almost forward
• But about 6 in 10 salespeople say that selling virtual is harder than selling from the office. 
• Only 29% also reported receiving sales training by default.

The future is bright for sales

• 61 % of respondents want to continue working in sales within five years
• 58 % of Representatives say that working in sales today is better than it was 5 years ago
• 44 % of actors say their work-life balance has improved since the beginning of the pandemic
• 30% say diversity has improved

Looking ahead, technology can play a big role in ensuring that sales are a promising career path

• 91 % say having Smart Insights helps significantly reduce closing times 
• 83 % say having an integrated CRM technology makes sales a more attractive career path
• 66 % say self-service technology improves customer relationships
• 64% say subscription management technology improves customer relationships
• Although nearly half say work-life balance has improved, 1 in 3 say mental health has declined 

Research shows that developing virtual relationships in sales faces significant challenges and that sales professionals are eager to train. While half (51%) of sales professionals expect to sell primarily going forward, 58% say it's harder than selling from an office. Despite these challenges, only 29% reported receiving sales training virtually. More than 6 out of 10 respondents see themselves working in sales within five years. The need for professional development and career development is therefore welcomed by all. 

The research also highlights that supporting the' big shift in sales ' - and the talent in it requires the adoption of the latest technologies. Almost all sales professionals believe that smart insights help significantly reduce closing times, giving them time to focus on building deep customer relationships.