In recent times, there has been a lot of talk about the sales professional of the future : the one who will need to learn to work with buyer-centric sales and with a primarily digital purchasing journey.
It is true to say that, in fact, the sales professional of the future is already being shaped by technological innovations and changes in consumer expectations. Among these innovations, artificial intelligence (AI) stands out as one of the main tools that impact sales performance, allowing sales professionals to expand their skills and achieve more expressive results.
We can say, then, that the skills that were previously expected of the professional of the future are now being required of the professional of the present – and those who do not develop within this context will end up losing space.
In this article, we will explore the essential skills that the sales professional of the future needs to develop. The trends for the sector in the coming years and how AI can help improve these skills and, consequently, sales performance.
Sales professional of the future: what does this mean?
Digital transformation is reshaping the way companies operate and interact with their customers. In this new scenario, artificial intelligence (AI) is emerging as one of the most powerful tools for improving the performance of sales professionals. Helping them improve their skills and achieve increasingly impressive results.
The modern buyer has become more informed and demanding, seeking personalized and agile interactions. According to McKinsey , more than 75% of consumers have adopted new purchasing behaviors during the pandemic and now expect companies to adapt to these changes.
This context requires that the sales professional of the future not only possess technical skills. But also have a deep understanding of the needs of their customers, quickly adapting to the constantly evolving market.
Furthermore, a Gartner forecast indicates that by 2025, 80% of B2B sales interactions between suppliers and buyers will take place in digital channels, highlighting a transition to a sales model centered on the digital buyer.
This change, which has accelerated in recent years, reinforces the need for sales professionals to be ready to work in a dynamic digital environment.
Another important aspect is automation:
The same McKinsey research indicates that around 40% of sales-related tasks can be automated, with sales being one of the areas most influenced by AI. This would allow sales professionals to focus more on strategic activities and building relationships with their customers.
In this context, the sales professional of the future is, therefore, one who adapts quickly to technological changes and new market demands, combining human skills with the use of advanced technologies , such as artificial intelligence (AI) and automation.
It goes beyond traditional sales techniques and stands out for its strategic use of data and digital tools to optimize processes.
Skills of the Sales Professional of the Future
As technology advances, the skills required of a sales professional are also evolving. According to a Salesforce study , 58% of sales leaders believe malaysia whatsapp data that automation and AI are already directly impacting the way their teams work.
Looking at this scenario, some essential characteristics of this professional include:
- Technology as an ally : he knows how to use Artificial Intelligence, marketing automation and intelligent CRM to improve his efficiency and productivity , allowing him to focus on more strategic and less operational tasks;
- Focus on data : The sales professional of the future uses data to better understand customer behavior , predict trends, and adjust their sales approaches in a personalized and precise way;
- Continuous learning capacity : he is always willing to learn and adapt, following trends, new tools and methods that can increase his performance and generate better results;
- Adaptability to technology : the sales professional of the future must be able to integrate technological tools into their daily routine. Understanding how AI solutions can optimize processes such as prospecting and customer relationships;
- Emotional intelligence : with operational tasks becoming increasingly automated, the ability to connect emotionally with the customer will be a competitive differentiator ;
- Analytical thinking : AI offers valuable data-driven insights, but the professional needs to be able to interpret and use them to create more personalized strategies ;
- Proactivity and resilience : in a rapidly changing scenario, being resilient and staying ahead of trends will be an essential skill to ensure sales success.
How does AI boost sales performance?
The sales professional of the future can enhance their skills four content marketing trends to watch and optimize results by integrating AI into their routine. Want to know how?
Below are some ways AI contributes to this development:
Automation of operational tasks
AI software, such as CRM platforms with automation capabilities, allows sales professionals to focus on strategic activities. While artificial intelligence takes care of more asia phone number repetitive tasks, such as sending follow-ups or segmenting leads.
Sales forecast
Using advanced algorithms, AI analyzes historical data to predict consumer behavior and indicate which leads are most likely to convert. A study by Harvard Business Review revealed that companies that use AI in their sales strategies are 50% more likely to exceed their goals .
Lead management
AI enables sales professionals to manage their leads more effectively . These technologies decipher behavioral patterns and deeply analyze a lead’s interaction history.
Additionally, AI systems can track the progress of leads through the marketing funnel. Automatically triggering specific content that increases the qualification of those leads. This ensures that the sales team takes action at the most opportune moment. When the lead is most ready for the commercial approach.
Personalized training
Some AI tools can be used to provide real-time feedback on sales professionals’ performance. Highlighting areas for improvement and suggesting specific training based on data from previous interactions.
Sentiment analysis
AI can help assess the tone and emotion of customer interactions. Helping sales professionals adjust their approaches and improve relationships in a more empathetic and personalized way.
Other essential skills for the professional of the future
A study by the World Economic Forum highlighted some characteristics and their importance for the professional of the future. Among them are:
- Ability to make decisions
- Clear and assertive communication
- Strategic vision
- Analytical thinking and innovation
- Active learning and learning strategies
- Complex problem solving
- Critical thinking
- Creativity and originality
- Leadership and influence
- Resilience, stress tolerance and flexibility
- Customer service mindset
These characteristics are essential for dealing with a world that is constantly evolving, where being flexible and adaptable is a mandatory prerequisite.
Sales trends for the coming years
In addition to the skills required for the sales professional of the future. It is important to keep an eye on the trends that permeate the sales universe, so you will always be one step ahead.
Sales trends for the coming years revolve around automation, personalization and intensive use of data.
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