The Future of Sales will be digital, data-driven and automated

The world of sales is undergoing a fundamental transformation: digital channels, data-driven systems, and AI-powered automation are rewriting the rules of the current revenue machines: sellers.

Forrester predicts that more than half of large B2B purchases (everything above $1 million) will soon be made through digital self-service channels. Buyers will increasingly value a smooth, autonomous buying experience.

B2B-Buyer increasingly expect the same seamless, personalized, and self-directed experiences they encounter as consumers. (Forrester)

Gartner backs this trend with clear figures: by 2025, around 80% of all B2B sales interactions will take place through digital channels — making in-person sales conversations the exception. At the same time, a shift towards data-based decision-making is underway: about 60% of sales organizations will rely on data-driven rather than experience-based selling by 2025.

By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. (Gartner)

Technological drivers such as hyper-automation and artificial intelligence (AI) are merging processes, tools, data, and analytics into an integrated sales model. This makes sales less dependent on gut feeling and more reliant on precise, data-backed insights.

So, what does this mean for the sales management?

The future of sales is digital, automated, and data-oriented. Companies that want to succeed in this new environment must understand the latest trends in sales technology and rethink their sales models and strategy. The management teams need to shift towards smart, adaptive and personalizable systems that meet buyers where they are and empower decisions with intelligent technology. Only then companies will be able to make the shift from a seller-centric to a customer- and technology-centric sales approach be achieved, ensuring sustainable success.