A study by LinkedIn into sales professionals in Australia has revealed emerging differences between millennials and their older colleagues.
The State of Sales report shows millennials are leveraging a variety of sales technology tools as part of their daily strategy.
Their more seasoned counterparts are also adopting these tools, but to a lesser degree.
Collaboration tools such as Box, Google Docs, Microsoft Office 365 and Dropbox are now used by 48% of millennials, compared to just 40% of Generation X and 28% of Baby Boomers.
Younger sales professionals are also championing productivity apps at a much higher rate.
Tools such as Asana, Smartsheet and Trello are more frequently used by millennials, at 28%, compared to 9% of Baby Boomers.
And 30% of millennials are using enterprise communication tools such as Salesforce Chatter and Slack. Only 10% of Baby Boomers are using these tools to talk internally with colleagues.
The report, based on two surveys, one of sales people and the other of decision makers, totalling more than 2000 people, found these to be popular tools:
The State of Sales report says good relationships are the cornerstone of a successful sales process.
“Compared to economic considerations, such as price or the return on investment, trust comes out as the most important factor when closing the deal,” the report says.
“Relationships have always been at the heart of sales, and trust is at the core of it. In today’s increasingly complex sales environment, building rapport and establishing trust with buyers is just as important, and seemingly easier if sales professionals leverage their sales stack the right way.”
The report found that salespeople no longer aim for the hard sell.
“These days they opt for a softer, more strategic approach by mixing both online and offline experiences and establishing themselves as trusted advisors,” the report says.
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