5 Sales Career Trends You Must Know to Boost Your Prospects

While a sales career can be gratifying, it can also be quite daunting to master the necessary skills and attributes for those new to the profession. With the right attitude and personality, the possibilities are endless, significantly since the industry is still expanding now that we are venturing into new fields such as e-commerce.

If you're the adventurous type and like telling your peers about fantastic products or services you've tried, then you most likely have an eye for sales. One of the best parts of this field? You can dive into it regardless of where you are in your career. The results of this field mainly depend on how motivated you are.

The sales landscape is constantly changing in response to market forces, evolving consumer habits, and technological advancements. This is why you must always be enthusiastic about exposing yourself to new ventures.

Let's explore the upcoming sales career trends and how they affect sales professionals.

Is Sales the Right Career for You?

People in sales are typically adept at negotiation. They know how to bring out the best in products and services to persuade people to acquire them. They also interact with people all the time, so they are quick-witted to ensure that every conversation is fruitful.

Most of the traits that make a salesperson formidable involve building meaningful connections. There are many kinds of salespeople, depending on the product or service you sell. But if you're a social butterfly who can sustain conversations well and bring out the best in products, then sales might be the career path for you.

In Malaysia, the sales industry is facing an upward slope. In the second half of 2022, the Malaysian national economy recorded an 8.9% growth. It's safe to say that anyone thinking about starting a career in the industry will begin on a good note. So with that, here are sales career trends that you should know.

(Read more: Sales vs Business Development: What’s the Better Career Path for You? )

Emerging Sales Career Trends to Watch Out for

1. Curated content will lead the market

We are in the age of digital selling. In the wake of the pandemic, consumers have started relying on curated content when researching the products or services they want. In B2B, there's significant reliance on content during decision-making.

According to a new study spearheaded by the Demand Gen Report, a staggering 55% of buyers rely on content when making their purchases. This sales career trend entails that with superb content creation, businesses are more likely to succeed. However, this is a double-edged sword since the approach is accessible to anyone. Meaning the tactics that would make content successful is a common formula.

(Read more: 5 Effective Ways on How to Achieve Your Sales Target )

2. Consumers are seeking more personalised interactions

These days, having multiple channels puts you at a great advantage. It allows you to interact more with potential consumers. Most people would think that the first contact should be with the prospect. While that is ideal, it's unrealistic, and interactions need multiple touchpoints.

According to the same DGR report, 62% of B2B buyers engage with three to seven content pieces before considering contacting the salesperson. These content pieces are typically in conversational video format, making them more engaging and personalised to the target market.

3. Utilising CRM will go a long way

A salesperson only spends 28% of their day actually selling a product or service. Most of the work that salespeople do are spent on training, internal huddles, and prospecting. A reliable CRM (Customer Relationship Management) with a call tracking feature will allow you to reach more with your channels with less effort.

4. Automation is still on the rise

Automation may sound like the complete opposite of personalisation, but it actually makes the process more convenient for both the salesperson and the prospect. Automation makes personalisation possible by eliminating the labour requirement for tedious tasks, such as data gathering. This way, employees can focus more on other pressing objectives that are often overlooked.

The continuous use of automation will also inevitably help with data analysis. Because of this, pragmatic and actionable insights will be made available. These qualities in an ever-changing landscape put salespeople at a great advantage.

5. Finding your niche is the way to go

It's a common misconception that you should always appeal to every single market. However, the result of this is that you appeal to no one. One of the greatest business strategies is to select a niche and ensure that your channel takes advantage of it in every possible way.

Always remember that the more focused your target profile is, the faster you will get your response. Targeting your audience saves you a lot of time and resources since, by doing so, you are eliminating the possibility of reaching the wrong prospect. Your message can also be more customised therefore being more personalised. By adhering to this sales career trend, you can expect a more effective business relationship with your target profile.

What about the rewards and downsides of working in sales? We’ve picked the top three of each for your easy reference, so you will also know what salespeople do.

Advantages of Being a Salesperson

1. Flexible working hours

Having to meet clients in person means you'll spend more time out of the office than in it, which offers more flexibility in deciding when you start and end your work day.

2. Unlimited earning potential

One of the advantages of being a salesperson is going out and meeting new people every day. If you're a people person, you'll enjoy social interactions. It's a great way to build an extensive professional and social network.

3. Meet new people on a daily basis

One of the advantages of being a salesperson is going out and meeting new people every day. If you’re a people person, you’ll enjoy the social interactions. It’s a great way to build an extensive professional and social network too.

(Read more: 6 Reasons Why Sales Is A Great Career Choice For You )

Disadvantages of Being a Salesperson

1. You’re the face of the company

Being a representative of the brand and organisation means having to watch yourself in public at all times. Sometimes the smallest faux pas can leave prospective clients with an unforgettable negative impression which might hinder your chances of closing the deal.

2. You only get paid if you hit your targets

Some sales jobs are purely commission-based, while others come with a basic salary. Regardless, the real money lies in hitting your targets. The pressure can be quite stressful if you're not used to it. How good are you at working under pressure?

3. You have to be comfortable with rejection

You’ll have to get used to the word “no”. Chances are, you’ll encounter a lot of false leads and have people telling you they’re not ready for a purchase or that they’re just not interested at the moment. That’s okay. It’s part of the sales process. Don’t take it personally, and you’ll be fine.

How to Stay Motivated In Sales

Even though sales is a lucrative field, feeling dejected because of a stream of rejections is quite common. Just like in any job, you must keep motivating yourself to improve, especially since you are only as good as last year's performance. Independence is key in this career, and your motivation must be internal.

1. Make a strategy

It doesn't have to be anything intricate. You can set small daily goals that span into huge ones in the future. Be sure that your strategy follows theS.M.A.R.T.criteria.

2. Redirect your attention from results to activities

Results will happen eventually, and since you want to keep yourself motivated, redirect your attention to things you can control. For example: Ensure that your presentations are foolproof or count the number of calls you get.

3. Take a break from time to time

Step out of the business whenever you get the chance. Mental health breaks are as necessary as hitting your target quotas. You need to freshen up those batteries. Try to hit the gym, and come back more motivated than before.

4. Have initiative

Don’t wait for your manager to tell you what to do. If you want to feel the excitement of this industry, taking the initiative will keep your mind and body busy in the right way. From answering emails to returning sales calls, consistently doing the right thing paves the way for a great annual performance.

If you’re looking for more advice on how to navigate through your industry or even outside of it, we got you! Go to our Career Resources, and you’ll be ready to take on the next big thing in no time. Create or update your JobStreet profile so you can #SEEKBetter.