William Shakespeare
Listen to many, speak to a few.
Sales
Over the past few years, we’ve seen rapid changes in the sales landscape, so what will 2024 bring? With talk of a recession, purse strings (and headcounts) are tight. Sales leaders need to continually demonstrate value and leverage technology to get ahead.
Forbes outlined that three-quarters (74%) of top-performing companies report good alignment between their sales and marketing teams, compared with just half (49%) of other firms. Bringing together sales and marketing makes sense – both functions are focused on revenue, and both play a part in the customer journey from awareness, to understanding, to action.
8 trends to help you smash your sales goals in 2024
BCG suggests businesses in every industry can come out of the crisis as winners. Leaders must take steps to lead sales through these turbulent times including engaging immediately with, and stabilising sales; reflecting on the fluid situation; reimagining sales to regain momentum and rebounding by pivoting sales so that teams can win when the crisis abates. That involves communicating constantly, supporting employees through the stresses and strains of the situation, and finding ways to keep everyone focused on the job.
We’ve identified desired experiences from analysts’ and associations’ perspectives and have included them from an employee, leadership and management point of view.
New Experiences for Sales Managers
Three years of constant disruption in the sales environment have left many chief sales officers (CSOs) with a burned-out workforce and revenue target pressures. 2024 will serve as a tipping point for sales where the decisions CSOs make in response to challenges such as scarce talent and shifting buying dynamics will separate the winners from the losers in the years to come.
Research conducted by Gartner outlines the following key challenges:
Digital commerce overtakes seller-led purchases
Constant and compounding disruptions threaten revenue
Hiring and retaining sales talent is harder than ever
Acquiring new customers and growing existing business
From the challenges we’ve created a series of DGAs for you to select from, which support overcoming these challenges in a positive way.
Your Key Challenges
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