Sales Team Trends for 2020

There are many exciting opportunities and developments for your construction sales team. 2020 marks the end of a decade and the start of a new one. You're now planning for the new year. It is important for you and your sales team to incorporate the new sales trends in your planning. Successful companies adapt. The ones who don't, lose momentum and are left behind. Which group do you subscribe to?

Sales Team Trends for 2020

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Get Your Sales Team Onboard with the New Construction Sales Trends for 2020

The new year marks a pivotal time for the construction industry. 2020 marks the end of a decade and the start of a new one. There are many exciting opportunities and developments for your construction sales team. You’re now planning for the new year. It is important for you and your sales team to incorporate the new sales trends in your planning.

Successful companies adapt. The ones who don’t, lose momentum and are left behind. Which group do you subscribe to?

Lining up your strategy with the new trends will have positive impact long term. To recap, the trends for 2020 relate to:

  1. Social Media Usage for Business
  2. Educational and Sales Content
  3. Sales Software (such as Sales CRMs)
  4. Artificial Intelligence (AI)
  5. Gen Z Entering the Workforce

#1 Retweet, share, and celebrate

Social media channels became popular in recent years and are about to become even more valuable for the sales team. Facebook, Twitter, YouTube are definitely at the top of the popularity list. LinkedIn seems to have taken a new turn in the construction industry. Marketers and influencers used the LinkedIn platform to promote their services and brand. This is taking a turn for the construction industry. More and more sales and business development individuals embrace this social media platform. For example, the Groups feature allows professionals to connect with their target market. LinkedIn hashtags are also becoming useful when you’re trying to find content related to your interests.

It is important for the sales team to explore all existing social media avenues. Identify which ones work better for your organization. You’ll find there are potential leads on social media platforms as well. Interaction on social media may reveal customers, decision makers, or decision influencers. Using social media channels also allows the sales team to learn more about the target market. Remember, 51% of customers refer to social media to help make a product or service decision.

#2 Sales and educational content gets to rise and shine

Content, content, content. When you create quality content that compels your audience, content influences revenue. Sales content takes a new turn in 2020. Experts suggest content managers should stop reinventing the wheel. They should create less content, but make it count. Three types of content stood out for this year:

  • User-generated content (UGC) takes the main stage during 2020. UGC allows consumers to create and share content about a specific brand. Rather than having the marketing team develop the content, organizations turn to UGC. Determine what inspires your audience to share content. Incorporate your findings in your marketing plan. In the end, that will become the type of content to concentrate on developing.
  • Messages sent out via instant messaging applications are taking off. Messaging apps are becoming an important tool in the construction industry. Consumers have embraced direct-messaging tools that are part of Facebook, Snapchat, or LinkedIn. Millions of active monthly users spend a lot of time sharing information on these types of apps. It is an easy, fast, and inexpensive way to send your message across a wide network.
  • Another type of sales content climbing the popularity ladder is voice content. In today’s world everyone uses a device to listen to news, podcasts, and more. Voice content allows your organization to engage with your audience on a new level. Record your content and your audience will be happy to listen to it.

#3 Sales CRM software has been, still is, and will be a game changer

If your sales team is not using CRM software yet, it is time to make the investment. Sales CRM systems bring many benefits to the sales team and the organization. Companies can now find a Sales CRM tailored to their industry, vertical, and needs. Sales software has evolved tremendously in recent years. It is now easier to integrate with job site software or even accounting systems. CRM software helps sales teams access data, analytics, and client information. All in one place. Most CRMs help you do more than storing contacts and crunching sales numbers. You can now track opportunities and proposals and automate followup and sales activities. CRM software can be a true game-changer.

Technology adoption picked up pace in the last few years in the construction industry. Sales teams across all trades recognize how much easier it is to manage opportunities and client relationships with the help of a CRM. CRM systems are not only here to stay, but will keep evolving and help you become more efficient.

#4 AI (Artificial Intelligence) is the industry’s (and your sales team’s) new frontier

Followed by CRM Software, AI (Artificial Intelligence) is entering the construction industry. Like CRM software, AI is here to stay and make an impact. AI introduces more technology for the construction experts to embrace. So let’s explore how AI will benefit the sales team.

Artificial Intelligence comes in many forms and from various sources. It could be a platform that informs you when your target market opens emails. It could be your own analysis of which client is more likely to award you a certain type of contract.

AI makes a difference when it comes to the quality of leads. It becomes easier to follow up on 300 qualified leads than 1,000 un-qualified ones. The results for lead qualification are excellent with AI. It also helps with tailoring your message to your clients. Thus, it is important for the sales team to embrace artificial intelligence.

You may wonder if this means that AI will replace sales professionals in the industry. The answer would be no! AI helps sales teams by reducing the time they spend on administrative tasks. Sales professionals gain more time to develop the customer relationships needed.

Construction Sales Trends 2020 for Your Sales Team

#5 Hello and welcome onboard Gen Z

The start of the new decade witnesses the change in generations within the workforce. If until now, the buzz was around millennials, 2020 brings in a new generation. Gen Z is entering the workforce with new technological advancements and visions. This generation grew up during tough times, after the economic crisis of 2000 and 2008. Their ambition, perseverance, and innovation drives their success in the workplace. Gen Z are fluent digital natives that will help the construction sales team reinvent. Embrace their approaches and collaborate with them as they are customer driven.

Millennials are now making their way up towards management and decision-making positions. Like Gen Z, millenials are also fluent in technology because they grew up using it. Sales tools that leverage technology and AI will go a long way with this generation as well.

This will be an exciting decade. Educate Gen Z so they become fluent in construction processes. When they’ll apply their technology knowledge to the newly learned processes, it’ll be a win-win for all.

In Conclusion

Successful companies adapt. The ones who don’t, lose momentum and are left behind. Which group do you subscribe to?

Lining up your strategy with the new trends will have positive impact long term. To recap, the trends for 2020 relate to:

  • Social Media Usage for Business
  • Educational and Sales Content
  • Sales Software (such as Sales CRMs)
  • Artificial Intelligence (AI)
  • Gen Z Entering the Workforce