By: Yusra Iqbal & Haseeb Rehman
SZABIST ISLAMABAD
It may be hard to imagine, but there was a time when products were just sold in a physical sense , But now the consumer habits are changed due to the shifting of technological advancements. Over the past times few years back the social selling has gained the attention of sales professionals looking to succeed in the altered customer purchasing landscape. Today’s consumers are more connected than ever, with more access to and deeper engagement with content and brands on social media platforms in the past times Content that was once only available to the consumers through specific methods of delivery (such as via print, radio means and broadcast on television) can now be sourced and delivered to consumers through their multiple connected devices , the digital age of sales transformation has blurred the old vision of marketing and advertising.
Social media is playing a major role changing these trends ,billions of people gets attention towards the social media advertising of different products. Sales organisations have always experienced challenges reaching and engaging with the right consumers at the right time also at the right place . We know that Technology is dramatically changing the entire face of sales management in today’s era, as It has never been more helpful in connecting us with our prospects than it is today we experience it everyday , everywhere . The adoption of new technology trends has a long history in sales practice and research. Generally, taking up sales management technology has been shown to help sales force managers to develop more deeper customer relationships. The digital transformation of organisations in sales management is a force that fundamentally changes the industries and, in fact, the society as a whole. For many companies, the sales force is at the core of this digital transformation seeing the major role of salespeople at the customer to company interaction and the exceptional quantifiability of salespeople’s work outputs and input.
In sales management digital platforms can function as scalable sales tools for sales industries in which customers can self serve on their buying journey.
The process digitalisation of using new technologies in sales management to create new or to improve the existing business processes , culture and customer experiences to meet the demands and changing business and the requirements of market .
While social selling has gained momentum amongst sales professionals and organisations digital selling is still in its infancy and offers more emerging opportunities for organizations.
Social selling in sales management is mainly focused on social assets, digital selling involves leveraging digital assets it’s a combination of sales and consumers demands includes activities such as sales automation, CRM, online presentations, digital documentation leads to consumers interest . New digital technologies such as the artificial intelligence, machine learning, internet of things, smart internet sensors, platforms, social media apps, selling robots and cloud services provide a substantial opportunity for sales sectors and organisations to realize essential increases in productivity.
We can say that digital selling is an important component of sales process and social networks are there to provide scope in increasing the revenue . Digital transformation is magical , and now more of a necessity than a choice for global organizations, sales leaders are integral to selling success.Successful social management consultants can be regarded as thought leaders by prospective customers as they provide value through industry insights, sharing the expertise and offering solutions to common consumer issues through creating or sharing insightful content and creating a valuable communication to them. The major role and goal of this tactic is to build trust with customers through new trends of selling.Through digital selling it impacts the buying decision of consumers.
The digitalisation of sales management is not only a implementation but a investment and adoption of new cutting edge trends and technologies in sales . In a recent study in Columbia it’s found that companies are transforming their selves into the digital age of sales and the companies spend billions on the sale through different platforms and building relationship with their consumers.
