In fact, more than eight in 10 sales professionals (84%) in India have lost at least one deal to a key decision-maker who changed roles in the past year alone.
Therefore, access to the right information has become essential for sales functions at all levels, according to the report.
To avoid these repercussions, three out of four salespeople (73%) in India now use sales technology at least once a week to access accurate real-time data, indicating the growing preference for CRM systems and tools. business intelligence in industry. , it said.
The results also suggest that younger professionals (under 35) are driving this technological change, given that they are 1.2 times more likely to use CRM tools for more than 3 hours per week compared to their peers. older (over 35).
But as more companies turn to technology, sales leaders must look for ways to address the looming “dirty data” challenge, with 2 in 5 salespeople (46%) and CRM users (38 %) identifying incomplete and inaccurate data as their biggest challenge, he suggested.
“Over the past two years, the rise of remote working has accelerated the use of technology across industries. Our data shows that three-quarters (73%) of sellers in India today rely on sales technology at least once a week, which clearly means that data is driving the future of sales,” said Abhai Singh, LinkedIn’s sales solutions manager for India.
By giving sales teams accurate, real-time data, the technology helps sellers improve their reach, gain valuable customer insights and create better experiences, he added.
This Indian edition of the APAC State of Sales 2022 report is part of the global State of Sales project, which surveyed nearly 15,000 buyers and sellers in 11 countries, including Australia, Brazil, Canada, France, Germany , India, Mexico, the Netherlands, Singapore, the United Kingdom and the United States. This report includes responses from 750 buyers and 750 sellers in India.
According to the report, 4 in 5 (81%) shoppers in India believe remote working has made buying easier today, while sellers have also felt the pull, with 1 in 5 (22%) registering offers worth $500,000 or above without ever meeting the buyer in person.
With the number of sales professionals without remote work experience having fallen to a quarter during the pandemic, it’s clear that remote work is here to stay, the report notes.
The report indicates that young sales professionals place more emphasis on soft skills, so they can develop closer relationships with their buyers and close better deals.