CMSWire has written an article discussing a trend in which sales technology is leading to smaller but more agile sales teams. Hanneke Vogels, sales technology director at Stryfes, a European sales tech selection and implementation company, agrees with this trend. According to her, today’s powerful sales technology helps fewer people do more.
Given the astonishing pace at which even established CRM vendors are adding AI-powered functionality, Vogels predicts the emergence of two new roles within the sales organization:
- Tech-savvy inside sales: These people will control outreach and inbound on a larger scale than ever before, using technology to do so.
- Sales tech officers: These are the new functional managers of sales tech tools. These professionals will be part of sales enablement departments or RevOps teams and will improve sales results with their deep knowledge of IT and sales.
The takeaway for marketers is that sales teams evolve. Marketers can expect to work with more technology-enabled, efficient and data-driven sales teams than ever before. The question is how they should evolve to best complement this more value-oriented sales team. Diving into these new team dynamics will impact today’s revenue outcomes and help CMOs and CSOs build optimal teams and tech stacks to deliver results through the expected period of recession and beyond.