What Will Your Sales Team Look Like In 2021?
September 17, 2020
Article Overview10min read
We see a future full of opportunities despite the past few months that have been turbulent for everyone. We have witnessed how the global pandemic has disrupted several industries and how numerous businesses have borne the brunt of the devastating effects of COVID-19. Only three months remain before we wrap up 2020, and during these times of uncertainty, it can be challenging to predict the future.
Sales is a numbers game, and businesses cease to exist without their sales workforce driving the company forward. In this critical time, the sales team is even more crucial for businesses than anytime before. Even still, several companies are unsure of what to expect in 2021 and find themselves having to make a leap in the dark, that is to say, heading into the unknown. However, by analyzing the current situation and utilizing technology, we can shed light on what 2021 will look like for the sales workforce.
Smaller Sales Workforce
While we see companies downsizing and already having smaller sales teams than before, the decrease in the sales workforce is not because of a dip in sales or a decline in productivity. In 2021, technology will enable businesses to have high productivity with fewer employees- giving rise to a smaller sales team. The focus for companies now is to invest in the right technology to optimize their sales workforce and streamline their business processes.
Businesses must prepare themselves to adopt new and emerging technologies as failure to do so will make it hard for them to catch up to the market- especially at the pace of today’s innovation. In most cases, without the guidance of an experienced team, it can be difficult to discern and choose the right kind of technology to invest in. With the right technology, a smaller workforce can be more agile and effective than a bigger, redundant team.
Ironically, You’ll Eventually Need To Have Multiple Small Teams
Improved profits open the opportunity for expansion. Yes, with technology, your small team can do more, but once your business starts setting sights on something bigger, you’ll have to take on more accounts and hence, more people onto your sales team. This growth is gradual and does not come overnight. To sow the seeds of success, you have to ensure that you maximize your sales team from the very start.
Businesses need to understand that having the right tech and hiring the right talent is not mutually exclusive. To keep up with the new accounts and maximize the use of technology- you’ll need to have multiple small teams. This means smarter headhunting and stringent hiring processes should be in place.
As a business, you should be able to make insightful hiring decisions, at the same time, utilize technology optimally. Your sales team must be equipped with innovative technology to effectively thrust your business forward to success.