{"id":1882,"date":"2022-04-11T20:51:00","date_gmt":"2023-09-04T20:51:11","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=1882"},"modified":"2023-11-02T18:09:01","modified_gmt":"2023-11-02T18:09:01","slug":"top-trends-shaping-sales","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/top-trends-shaping-sales\/","title":{"rendered":"Five Top Trends Shaping the Future of Sales in EMEA"},"content":{"rendered":"\n<p>Salesforce Research <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/resources\/research-reports\/state-of-sales\/?d=7013y000001zAj1AAE&amp;nc=7013y000001zAihAAE\" target=\"_blank\" rel=\"noopener\">surveyed<\/a> nearly 6,000 sales professionals from around the world (including 3,000 from EMEA) to discover: <\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">How sales professionals are adjusting to new expectations from buyers and their organisation.<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">The evolving role of sales operations.<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">New tactics and strategies driving growth and efficiency. <\/span> <\/li>\n<\/ul>\n\n\n\n<p>The results of the survey highlight key 5 trends shaping the future of sales in EMEA, at a pivotal time. Let\u2019s unveil them in detail. <\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>The top 5 trends shaping sales in EMEA<\/b><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><b>1. Top teams are turning insights into sales<\/b><\/h3>\n\n\n\n<p>Customer expectations are higher than ever and customers expect today\u2019s sales reps to act as advisors and problem solvers \u2014 not just sell a product or service. According to the <a href=\"https:\/\/www.salesforce.com\/resources\/research-reports\/state-of-sales\/?d=7013y000001zAj1AAE&amp;nc=7013y000001zAihAAE\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">4th State of Sales report<\/a>: <\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">91% of reps say that the current economic climate means that they need to anticipate the needs of their customers.<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">87% say that they\u2019ve acted in an advisory role. <\/span> <\/li>\n<\/ul>\n\n\n\n<p>The vast majority of sales reps, across all performance levels, rely on publicly available news sources to inform their selling, with 88% of high performers tracking industry news and 78% of underperformers doing the same.<\/p>\n\n\n\n<p>But high-performing sales reps are going a step beyond this by also tracking deeper, customer-specific insights with greater frequency. Top-performing sales reps are 1.3x more likely to track customer purchase history, for instance.<\/p>\n\n\n\n<p>They also <b>pay more attention to staffing changes, which might signal a shift in decision-making dynamics<\/b>, and new competitor activity, which can enable them to tweak existing strategies and tactics. In short, high-performers are paying careful attention to the details and assessing what will strengthen their relationships with customers.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>2. As business needs shift, reskilling takes priority<\/b><\/h3>\n\n\n\n<p>The impact of this year\u2019s crises has been so intense that, in some cases, long-standing job positions may very well be obsolete. Our report shows that <b>73% of sales professionals have taken on new responsibilities at work<\/b>. And most expect their roles to be altered far beyond the end of the pandemic. <\/p>\n\n\n\n<p>Moreover, the majority of sales teams are adopting new key performance indicators (KPIs). This requires an additional change in mindset for those who may be used to already established objectives, metrics, and processes. To meet new business needs, organisations are <a href=\"https:\/\/www.salesforce.com\/eu\/products\/mytrailhead\/overview\/\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">reskilling and upskilling employees<\/a> rather than laying them off or hiring externally. This is not only more cost-effective; it builds trust and drives productivity. <\/p>\n\n\n\n<p>One of the biggest changes for sales teams has been the shift to remote working. We discovered that <b>74% of organisations have reskilled employees to sell from home<\/b>. This massive shift should continue well into the future \u2014 potentially becoming the \u2018new normal\u2019 \u2014 as reps have been empowered to work from anywhere at any time. <\/p>\n\n\n\n<p>The sales professionals who find innovative, forward-thinking ways to leverage these modes of working will be well-positioned to thrive in the new sales landscape.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>3. Organisations seek greater visibility as selling goes remote<\/b><\/h3>\n\n\n\n<p>As remote working becomes standard, we\u2019ve seen a corresponding acceleration of technologies to better connect the workforce. Sales professionals are turning to digital platforms to log activities, connect departments and functions, and enable smooth collaboration.<\/p>\n\n\n\n<p>Sales professionals are also leveraging <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/2020\/02\/ai-for-business-a-function-by-function-birds-eye-view.html\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">AI<\/a> to automate repetitive, routine tasks. This gives reps more time to concentrate on selling. It\u2019s more critical than ever \u2014 in a customer-centric era with sky-high expectations \u2014 for personalised services. In fact, one of our thought leaders at Salesforce, Tiffani Bova, calls the seller and AI \u201cthe new power couple\u201d. <\/p>\n\n\n\n<p>According to the report, 82% of sales leaders from organisations that have invested in AI say that AI has helped increase visibility and allows their reps to focus on more important tasks.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>4. Sales Ops becomes increasingly strategic<\/b><\/h3>\n\n\n\n<p>Just as the role of sales reps is changing, so is the role of sales ops. Sales ops is becoming more strategic, using data-driven insights to create strategies, better connect teams, and improve efficiency. <\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">83% of sales ops professionals say that the role is becoming more strategic.<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">88% say that sales operations play a critical role in growing the business.<\/span> <\/li>\n<\/ul>\n\n\n\n<p>During this time of unprecedented disruption, where the norms no longer apply, operational efficiency and data-driven decision-making take on special importance. And in high-performing organisations, sales operations are more than just a connector between different people and processes within the sales team. It\u2019s also a bridge to important contacts on other teams, like account-based marketers, customer service leaders, and more. In this way, sales ops can tighten relationships to create greater efficiency.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>5. Digital transformation is accelerating<\/b><\/h3>\n\n\n\n<p>The digital imperative was here before the pandemic hit us but the series of crises certainly sped things up drastically. In fact, <b>79% of sales leaders in Europe say that they\u2019ve had to accelerate their digital transformation plan since 2019<\/b>. Many companies were forced to implement long-term transformation strategies in a matter of months or even weeks to keep up with digitally mature competitors. In short, what did not happen over 10 years, happened in less than 6 months! <\/p>\n\n\n\n<p>In particular, we are seeing how video conferencing tools and mobile apps have become increasingly valuable in a time of distributed work. Our report shows that <b>sales teams in Europe have placed a high value on AI within their digital initiatives<\/b>. And our researchers note that this appreciation for the value of AI comes on the heels of a significant uptick in adoption among sales teams observed in our 2018 survey.<\/p>\n\n\n\n<p>Use cases for AI extend across many major areas. However, the technology\u2019s most significant impact, according to salespeople, is on understanding customer needs \u2014 especially when they\u2019re changing so rapidly. <\/p>\n\n\n\n<p>AI\u2019s second-largest impact is on improving forecasting accuracy \u2014 in other words, understanding opportunities \u2014 and in so doing, helping organisations make informed decisions, even as the norms change.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Top teams turn insights into sales<\/b><\/h2>\n\n\n\n<p>Strong sales have always been built on strong relationships and that\u2019s especially true at this moment. The <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/content\/dam\/blogs\/eu\/pdf\/4th_State_of_Sales_Mini_Report_EMEA.pdf\" target=\"_blank\" rel=\"noopener\">EMEA Mini report<\/a> shows that 91% of sales reps say that current economic conditions make it important to anticipate customers\u2019 needs. Moreover, 87% say that they act as a trusted advisor to their customers.<\/p>\n\n\n\n<p>With so much uncertainty and fragility baked into the sales landscape, sellers need to do more than offer a product or service. They need to understand the unique needs of their individual customers.<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>83% of EMEA business buyers say that they\u2019re more likely to buy from companies that demonstrate an understanding of their goals.<\/p>\n<cite>Trends in EMEA Sales | Mini Report<\/cite><\/blockquote>\n\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Ftop-trends-shaping-sales%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=Five%20Top%20Trends%20Shaping%20the%20Future%20of%20Sales%20in%20EMEA\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=Five%20Top%20Trends%20Shaping%20the%20Future%20of%20Sales%20in%20EMEA&#038;url=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Ftop-trends-shaping-sales%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Ftop-trends-shaping-sales%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"Five Top Trends Shaping the Future of Sales in EMEA\" https:\/\/www.salesforce.com\/eu\/blog\/top-trends-shaping-sales\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<p>The report also reveals that high-performers are more likely than underperformers to leverage information from international and industry news sources. They\u2019re also more likely to track customers\u2019 staffing changes and competitor activity.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>As business needs shift, reskilling becomes a priority<\/b><\/h2>\n\n\n\n<p>Many sales organisations have seen their staffing needs change dramatically. In fact, 73% of EMEA sales professionals say that they\u2019ve taken on new responsibilities at work.<\/p>\n\n\n\n<p> It\u2019s no surprise that remote working and selling from home have also seen a dramatic uptick. According to our report, <b>74% of leaders stated that they\u2019re retraining field reps to sell from home<\/b>. This untethering of the workforce may be a new way of working, but it can be an empowering one. Reps are no longer confined to office hours and are limited by the logistics of face-to-face selling. <img decoding=\"async\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/economic-trends-affect-success-metrics-two.png?strip=all&#038;quality=95\" alt=\"bar graph depicting the percentages listed in the text below.\"> <\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>The majority of today\u2019s leaders (59%) are reskilling their workforce rather than hiring new employees (46%). Reskilling is not only more cost-effective, but it also helps build employee loyalty and create a more agile workforce. If anything, the percentage of leaders concentrating on reskilling rather than hiring from outside seems slightly low. Especially when there are easy solutions that enable <a href=\"https:\/\/trailhead.salesforce.com\/mytrailhead\">employees to learn new skills<\/a> over a cup of coffee or on their morning commute.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Organisations seek visibility as selling goes remote<\/b><\/h2>\n\n\n\n<p>As more employees shift to remote working, EMEA organisations are adopting new tools and strategies to keep teams accountable and aligned. Our report shows that 74% of EMEA organisations have increased the monitoring of field reps. Moreover, 66% have increased the enforcement of activity logging and 62% have increased the length of pipeline management meetings. <\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69ecd6e2dd416&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69ecd6e2dd416\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/economic-trends-affect-success-metrics-three.png?strip=all&#038;quality=95\" alt=\"bar graph depicting the percentages listed in the text directly above.\" style=\"aspect-ratio:2.0779220779220777;width:474px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>It\u2019s no wonder then, that more and more businesses are turning to digital solutions, like <a href=\"https:\/\/www.salesforce.com\/eu\/editions-pricing\/sales-cloud\/\">Sales Cloud<\/a>, to help align teams and processes. Another telling statistic from the report regards the use of AI, which is on the rise everywhere. Especially in high-performing organisations. <\/p>\n\n\n\n<p>In fact, 60% of high performers are using AI to determine what action to take on accounts (vs. 31% of underperformers); 63% are using AI to prioritise leads (vs. 34%), and 68% are using AI to log sales data and customer notes (vs. 54%).<\/p>\n\n\n\n<p>Additionally, <b>82% of EMEA sales professionals say that AI improves visibility into reps&#8217; activitie<\/b><strong>s<\/strong>. From looking at these numbers, there\u2019s little doubt that <a href=\"https:\/\/www.salesforce.com\/eu\/products\/einstein\/ai-deep-dive\/\">AI<\/a> can be a huge advantage in gaining visibility. It also automates routine tasks, freeing up sales reps\u2019 time, and optimises skill sets. This helps business owners turn underperforming teams into high-performing ones.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Sales ops become increasingly strategic<\/b><\/h2>\n\n\n\n<p>Data is the engine driving economic trends in the new landscape, and sales ops have taken the wheel. Our report reveals that sales ops have become increasingly important. And its role in strategic planning has only grown.<\/p>\n\n\n\n<p>As shown in our report, today\u2019s sales professionals are viewing sales ops in a new light:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>83% say that sales ops are<span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\"> becoming more strategic<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">88% say that it plays a critical role in growing the business<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">88% say that it plays a critical role in business continuity<\/span> <\/li>\n<\/ul>\n\n\n\n<p>Over half (55%) of respondents also state that sales operations teams are now key to defining sales strategy. <\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69ecd6e2ddece&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69ecd6e2ddece\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/economic-trends-affect-success-metrics-four.png?strip=all&#038;quality=95\" alt=\"bar graph depicting the following percentages: 45% of EMEA sales ops teams' are limited to sales strategy execution and 55% is key to defining sales strategy. \" style=\"aspect-ratio:3.4944444444444445;width:465px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>A majority of respondents also agree that the role of sales ops in strategy planning has increased. As the role of sales ops evolves, so must the training that EMEA organisations provide.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Top 5 sales tools that have become more valuable in EMEA <\/b><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><b>1. Video conferencing tools<\/b><\/h3>\n\n\n\n<p>As offices closed and workforces became decentralised, video-conferencing tools kept teams together. Businesses not only shifted meetings onto digital platforms, but they also established coffee chats, pub quizzes, brainstorming sessions, and general get-togethers. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>2. Artificial intelligence<\/b><\/h3>\n\n\n\n<p>High-performing organisations are already using AI tools like <a href=\"https:\/\/www.salesforce.com\/eu\/products\/einstein\/overview\/\" target=\"_blank\" rel=\"noopener\">Einstein<\/a> to automate workflows, improve customer satisfaction, and predict outcomes. The future of AI remains limitless! It\u2019s certain that creative organisations will find new and exciting ways to deploy AI in the near future. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>3. Mobile sales apps for employees<\/b><\/h3>\n\n\n\n<p>Empowering employees with easy, on-the-go mobile tools took on new importance when lockdown measures hit. And mobile sales apps will continue to grow, even after the workforce returns to the office. Even EMEA organisations without robust IT departments have been able to develop their own low-code apps on the <a href=\"https:\/\/www.salesforce.com\/eu\/products\/salesforce-platform\/\" target=\"_blank\" rel=\"noopener\">Salesforce Platform<\/a>, simply by dragging and dropping components. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>4. CRM (Customer Relationship Management) systems<\/b><\/h3>\n\n\n\n<p>The customer is king in the new climate, so companies that weren\u2019t using <a href=\"https:\/\/www.salesforce.com\/eu\/learning-centre\/crm\/what-is-crm\/#keyfacts\" target=\"_blank\" rel=\"noopener\">CRM systems<\/a> to manage their relationships have been scrambling to keep up. The rise of new adapters means that more companies are preparing themselves to meet growing customer expectations. A CRM system will help them better cope with the challenges of the current climate. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>5. Sales prospecting tools<\/b><\/h3>\n\n\n\n<p>In an unpredictable climate, many businesses have been turning to sales prospecting tools to maximise efficiency, save time, and generate pipelines. Many of these tools can be integrated with other Salesforce solutions, enabling teams to get a 360-degree customer view. <\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>The future of sales in EMEA<\/b><\/h2>\n\n\n\n<p>The past year has certainly been challenging, but sales have responded by creating workforces that are highly skilled, agile, data-driven, and empowered by new technologies and ways of working. For sales professionals, the journey to better engagement has already started. <\/p>\n\n\n\n<p><i>If you would like to dig deeper into what we shared today at a high level, you can download the full <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/resources\/research-reports\/state-of-sales\/?d=7013y000001zAj1AAE&amp;nc=7013y000001zAihAAE\" target=\"_blank\" rel=\"noopener\">4th State of Sales<\/a>.<\/i><\/p>\n\n\n\n<div class=\"layout-six wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\"><span>Learn more with the State of Sales<\/span> Report<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">The state of sales is increasingly value-driven, and it all starts with preparing the sales teams.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_blank\" href=\"https:\/\/www.salesforce.com\/eu\/form\/pdf\/4th-edition-state-of-sales-report\/?d=inc-blog-banner&#038;nc=7013y000002lQrAAAU\">Learn More<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"650\" height=\"450\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2022\/11\/state-of-sales-fourth-edition.png\" class=\"attachment-full size-full\" alt=\"state-of-sales-fourth-edition\" srcset=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2022\/11\/state-of-sales-fourth-edition.png 650w, https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2022\/11\/state-of-sales-fourth-edition.png?w=300&amp;h=208 300w, https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2022\/11\/state-of-sales-fourth-edition.png?w=150&amp;h=104 150w\" sizes=\"auto, (max-width: 650px) 100vw, 650px\" \/>\t\t<\/div>\n\t<\/div>\n\n\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>73% of salespeople have taken on new responsibilities at work. Discover more trends that are shaping the future of sales in EMEA.<\/p>\n","protected":false},"author":1,"featured_media":1884,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"fb07c49b2f75457e89767cc3a847225c","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[1,274,4],"sf_content_type":[],"coauthors":[207],"class_list":["post-1882","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-digital-transformation","sf_topic-reports","sf_topic-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Top 5 Sales Trends in EMEA, According to 3,000 Global Leaders - Salesforce<\/title>\n<meta name=\"description\" content=\"73% of salespeople have taken on new responsibilities at work. 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