/ 4 Key Sales Trends in India Amid Changing Business Landscape
In the wake of the pandemic and a global economic slowdown, sales strategies across the globe have been undergoing constant evolution to cater to shifting customer preferences and market conditions. Salesforce, a leading enterprise software developer, conducted a comprehensive survey titled “The State of Sales,” engaging over 300 sales professionals in India to gauge the emerging trends and changes influencing sales teams in the country.
Here, we highlight the four pivotal sales trends currently shaping the Indian market:
Sales Trend 1: Leveraging Customer Insights for Effective Sales in India
In India, the role of salespeople goes beyond product knowledge – understanding customers’ unique needs and preferences is paramount, particularly during uncertain economic times. The ability to adapt and serve as consultants is crucial. Indian sales professionals employ various sources, including CRM systems and proprietary data, to gather insights prior to customer engagement. Keeping an eye on competitors also aids in swift response to market dynamics, such as adjusting pricing and enhancing services.
Sales Trend 2: Omni-Channel Presence for Indian Consumer Engagement
Indian buyers expect seamless interaction across all platforms they frequent, spanning from email to social media. Notably, 57 percent of buyers prefer digital channels for communication. High-performing sales teams utilize an average of ten channels, with online portals offering self-service options. Automation, powered by artificial intelligence (AI), handles repetitive tasks, freeing up salespeople to engage customers across diverse channels. A significant 68 percent of AI-integrated sales professionals reported enhanced workflows.
Sales Trend 3: Collaboration for Frictionless Customer Experience
Indian consumers prioritize convenience and consistency in their interactions with businesses. However, when departments like sales, marketing, and service function independently, it can lead to conflicting communications and delays. Breaking down interdepartmental barriers and fostering collaboration ensures a positive customer experience. An open structure and cohesive efforts among all departments create the foundation for customer satisfaction.
Sales Trend 4: Rising Importance of Sales Operations in Indian Organizations
The significance of sales operations in shaping sales strategy has risen from 54 percent in 2020 to 65 percent presently among Indian sales managers. Traditionally behind-the-scenes, sales operations now play a pivotal role in driving efficiency and cost savings through tools and processes. Inclusion of sales operations in strategic decisions is vital, as it is acknowledged by over 80 percent of Indian salespeople as a key contributor to company growth.
Navigating the Evolving Sales Landscape in India
Amidst global uncertainties, every sales organization, including those in India, must remain agile to address changing trends effectively. If you’re encountering challenges with sales performance or operational aspects in India, Maier Vidorno Altios offers specialized solutions to improve your operations. With a deep understanding of the intricate Indian business environment, we assist in matters ranging from finance and compliance to HR and operations, enhancing organizational efficiency and overall success. Learn more about our expertise in optimizing your Indian subsidiary’s performance.
Contact us today to ensure your Indian sales team thrives in the dynamic business landscape.
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