Changes are all around us, and although this sentence looks innocent and simple, the truth is that changes can also be difficult to adjust to, especially in some cases. In other cases, however, changes are perceived as natural processes, something that needs to happen in to make things better and more efficient. To improve. Today we have a more interesting perspective for you when it comes to changes — sales industry and performance. Let’s look at it closer.

Innovation, efficiency, new methodologies and technologies, digitalisation, enhanced customer management, new strategies and redefined approaches — all these words can be summed up in just a few: the sales industry. In case you were wondering, the sales industry is the one that lets you experience the change once it’s happening. What’s more, it’s all about redefining strategies, finding new ways and unexpected solutions, and making the overall selling and perceiving experience as attractive as possible. A lot has changed in this sector over the past decade — even in a few years, when you think about the indisputable impact technology has had.

From the beginning of 2017 to the autumn, Sales Hacker’s annual compilation of newly released sales tech nearly doubled from 460 tools to more than 700. This year, even more new products have been released. Increased adoption of SaaS made sales software more specialised than ever, allowing founders to build and launch new tools without putting actual products on shelves. When it comes to sales teams, the adoption of CRM software is as high as 90 percent, and demand for technology that is specialised for a particular industry is expected to grow even more, waiting for software creators to get in action and turn that wish to reality.

 

Changes are all around us, and although this sentence looks innocent and simple, the truth is that changes can also be difficult to adjust to, especially in some cases. In other cases, however, changes are perceived as natural processes, something that needs to happen in to make things better and more efficient. To improve. Today we have a more interesting perspective for you when it comes to changes — sales industry and performance. Let’s look at it closer.

Innovation, efficiency, new methodologies and technologies, digitalisation, enhanced customer management, new strategies and redefined approaches — all these words can be summed up in just a few: the sales industry. In case you were wondering, the sales industry is the one that lets you experience the change once it’s happening. What’s more, it’s all about redefining strategies, finding new ways and unexpected solutions, and making the overall selling and perceiving experience as attractive as possible. A lot has changed in this sector over the past decade — even in a few years, when you think about the indisputable impact technology has had.

From the beginning of 2017 to the autumn, Sales Hacker’s annual compilation of newly released sales tech nearly doubled from 460 tools to more than 700. This year, even more new products have been released. Increased adoption of SaaS made sales software more specialised than ever, allowing founders to build and launch new tools without putting actual products on shelves. When it comes to sales teams, the adoption of CRM software is as high as 90 percent, and demand for technology that is specialised for a particular industry is expected to grow even more, waiting for software creators to get in action and turn that wish to reality.

Why did we mention Miller Heiman Group, you might wonder? Being one of the largest professional services providers in the world designed to help organisations sell more and service better, this company is often mentioned alongside such words like efficiency, innovation and digitalisation. The word – disruption – is another one that is used frequently, as many of the largest and most respected brands in the world work with this company, which brought some new exciting heights to the whole sales industry and its processes, and now also offers the broadest set of sales and customer service-based solutions in the whole market. Let’s talk numbers for a second: this global organisation with 63 offices, 700 facilitators, 200 consultants and more than 70 distribution and franchise partners available in 20 languages claims to have it all for ensuring each company that is interested in redefining its sales processes success.

If you’re wondering — just like us — how did they manage to be the first ones in sales innovation process, we want to tell you that it was not all that simple. To turn everything around, Miller Heiman Group started with analysing various sales techniques and performances, finding unexpected solutions and transforming problems into best practices, making sales teams work more effective and efficient. During this process, the company also identified four key trends that were making the overall selling processes harder for businesses: such aspects like digital disruption, urbanisation, ageing workforce and increased competition as sector lines blurred were discovered as the most influential key points that literally stopped selling processes for companies. However, these four aspects — once recognised in time — are also the ones that can bring positive changes to the company. As soon as a company recognises them, the adaptation process needs to take place — this will help to update current selling models and overall talent profile, leading to using better technology that can intelligently use data to identify trends in individuals’ successes.

When you think about it, disruption is seen as a new norm in business now. Miller Heiman Group understood this a while ago and pushed the limit further by changing the game completely: they did not go the usual way, which is used by many companies and businesses — and by this, we mean analysing competitors. They did something more interesting — made competitors irrelevant by producing a new — improved — model of sales perspective, changing the whole sales industry.

as they went forward. Being a leader in sales performance solutions, last month Miller Heiman Group announced a new partnership with UK’s largest professional body for salespeople — the Institute of Sales Management, meant to improve the standard of sales learning and take it to the next level via promoting and recognising excellence, improving overall sales effectiveness, operating with ethics and delivering the very highest standards when it comes to service and learning, as well as improving customer’s experience.

If at this point you’re wondering: “Why did they do it? Was it even necessary?”, you will be surprised to know that most businesses related to sales and services now are struggling like never before when it comes to sales. The research division of Miller Heiman Group revealed that only 53 percent of sellers achieved quota plan attainment in 2017 and witnessed a drop of 10 percent in just 5 years. Feeling like they must keep up with the times to keep their company’s revenue engine running smoothly sure gives a lot of pressure. Well, Miller Heiman Group has it all covered here as well, as the company intends to help sales and service teams raise the bar and prepare for future challenges via their new Elevate 2018: Innovation in action conference. They promised to introduce ground-breaking solutions there that are supposed to help leaders build world-class sales and service organisations by giving them the innovative tools they need to perform in this disruptive business environment.

Byron Matthews, President and CEO of Miller Heiman Group says, “it’s a fact that business leaders either adapt to change rapidly or fail.” Nowadays, as selling simply must be smarter to be efficient, those four main challenges that we’ve mentioned earlier play an extremely significant role in search of meeting companies’ sales targets and avoiding inconveniences. Let’s be honest: everyone around is now talking disruptive technologies and innovations in the business field, always mentioning the fact that the selling environment is in for a substantial change that is…well, already happening. Putting all the dots on i’s, this change is not a new one — it started a while ago, alongside the rise of social media, mobile devices and even artificial intelligence. These aspects have been influencing selling processes for quite some time now, making it all go forward faster than we’ve all imagined it would.