Research Report

Sales Technology Trends

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Sales has changed. Gone are the days where sales reps educated customers on products, visited them on site, and engaged in endless sales conversations with IT. Technology and innovation has now turned what were once cumbersome processes into seamless fluid tasks, making sales reps’ lives much less laborious. But technology hasn’t only changed for sales, it has changed for the customer as well. TSIA members have asked questions about the infrastructure required to lead a successful subscription or expand sales organization through constant change.

This report is intended to provide a glimpse into the newest challenges sales organizations are facing, how their processes are impacted digitally, and the changes they have implemented to stay profitable. Based on conversations with TSIA members and partners, and numerous survey data points, TSIA Research learned that not all is lost in the sales world. The way sales organizations engage their customers has shifted, but if sales leaders take time to understand these changes, they can respond proactively with effective hiring, tools, and processes. Sales leaders should be aware of changes occurring in their environment and invest in the infrastructure to support this transformation.

Authored By:

Omar Fdawi

Senior Research Associate, Enterprise Technology, TSIA

Publish Date: October 18, 2019

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