• Home
  • About
  • Employers
  • Jobs
    • Job Archives
  • Reviews
  • Contact
  • Blog

Fill your jobs fast. Call (908) 874-6148 today.

 

2016 Sales Trends Can Help Increase Your Sales

2016 Sales Trends

Here are some 2016 sales trends that can help increase your sales!  CNI Recruiting can also help increase your sales by referring top sales and marketing professionals.  We recruit for sales, marketing and executive talent for business and healthcare throughout the U.S.

Account Based Sales Development (ABSD)
ABSD is an outgrowth of account based marketing. The basic concept of ABSD is to treat each prospect account as a market of one by creating prospect communications that are highly customized to the target company, its industry and its requirements. This approach is best served by a high degree of coordination between Sales and Marketing. Because of the increased cost per account as compared to traditional sales, this approach works best with big ticket sales.

Sales and Marketing Integration
Sales and Marketing are frequently separate entities. However, as lead generation becomes more rifle shot than shotgun, the degree of integration between these two departments is incrasing.

Inside Sales
Many companies are expanding the role of Inside Sales to manage the full sales cycle and to sell larger accounts. The drivers of this trend are the potential for reduced cost and increased productivity (primarily related to travel and entertainment) of Inside Sales as compared with Outside Sales. Because of the critical importance of relationship building in sales and the limitations that Inside Sales places on relationship building, this transition can be carried only so far. The results of this trend will include increased professionalism and higher compensation plans for Inside Sales personnel.

Predictive Analytics
Predictive analytics is the branch of data mining concerned with the prediction of future probabilities and trends through the use of mathematical models. When applied to sales, predictive analytics can improve lead, prospect and pipeline evaluation, suggest actions that will advance the sale, improve forecasting, and allow sales managers to identify and overcome sales rep deficiencies.

Part-time and Contract Sales Employees and Distributors
Another trend is the increased use of part-time and contract sales employees and distributors. This trend is being driven by the cost of full time sales employees as compared with the cost of part-time and contract sales employees and distributors. Although the effectiveness of sales employees may be higher than the alternatives, some employers believe that this can be overcome by increasing the size of their sales staff through the use of lower cost, non-employee personnel.

Sales Playbooks
We have all heard the old adage that 20% of the sales team generates 80% of the sales. Sales management is increasingly attempting to change that ratio by preparing sales playbooks for their sales staff. Sales playbook contain sales aids such as best practices, sales tactics for various sales scenarios, a competitor reference guide and suggested calls to action. Sales playbooks are most useful with inside sales reps, inexperienced sales reps and in organizations with high turnover.

Cold Calls
As the result of the significant amount of information about prospects available to sales professionals from social media and other sources, the initial prospect phone call no longer needs to be a “cold call”. Prior to the initial calls, sales pros should know who the contacts are, what they do in the company and at least a start on how they can help.

CNI Recruiting is the Gold Standard of recruiting for sales, marketing and executive talent throughout the U.S. Our proprietary recruiting method has been proven to be successful since January, 2010. Our referral fee is only 15% of candidates’ first year base salary. There are no other charges and no surprises.

Please contact us today…we will exceed your expectations.

Fred Neufeld
President
CNI Recruiting
(908) 874-6148
[email protected]

Employers

Search CNI Recruiting

Placements

  • Sales Representative
    Sales Representative for a defense manufacturer. Territory is Southeastern U. S.
  • Inside Sales
    Inside Sales position with full sales cycle responsibility in the New York City metropolitan area.
  • System Administrator
    System Administrator for software firm in Massachusetts.
  • Sales Executive
    Sales Executive for an advertising and marketing firm in New Jersey.
  • Sales Executive
    Sales Executive for a software firm in Massachusetts.
  • Professional Services Manager
    Professional Services Manager for software firm in Massachusetts.
  • Quality Control Manager
    Quality Assurance Manager for a defense manufacturing firm in Valencia, CA.
  • Project Manager
    Project Manager for a software firm in Massachusetts.
  • Channel Sales Manager
    National Channel Sales Manager for a Massachusetts software firm.
  • IT Vice President
    Vice President of Information Technology for a medical software firm locating in the Northeast.
  • Quality Assurance Manager
    Manage a Quality Assurance department for a defense manufacturing company in Califiornia.
  • Proposal Coordinator
    Prepare proposals for defense firm in CA. Requires Secret Clearance.
  • VP of Sales
    Senior Sales Leader selling digital and traditional advertising and marketing projects nationally. Based in NJ.
  • Inside Sales Representative
    Responsible for selling secure messaging SaaS systems throughout the U..S. Based in MA.
  • Controller
    Financial manager for hospital in Southeastern U.S.
  • Business Development Representative
    Sell new business for equipment manufacturer in Southern California. Primarily government customers. Some commercial customers.
  • Project Manager
    Manage software development projects for secure data communications firm in MA.
  • Branch Manager
    Branch Manager - Commercial refrigeration service office in Southeastern Florida.
  • Technical Writer
    Technical Writer with TS(SCI) clearance. Southern California.
  • Pharmaceutical Sales Representative
    Wholesale pharmaceutical sales in Ohio.
  • Sales Representative
    HVAC and mechanical installations and maintenance field sales in Fort Worth, TX.
  • Technical Sales Representative
    eCommerce field sales in San Francisco, CA.
  • Sales Manager
    National SaaS sales.
  • Sales Manager
    National Inside Software Sales.
  • Medical Device Sales
    Medical Device sales in Mid-Atlantic region.
  • IT Sales Executive
    IT services field sales in Raleigh, NC.
  • Software Developer
    Direct mail application, Chicago, IL.
  • Sales Executive
    Technology sales. Mid Atlantic States.
  • Inside Sales
    Lead generation, qualification and appointment setting. Tampa, FL.
  • Inside Sales
    Full sales cycle. Tampa, FL.
  • Software Engineer
    Develops and maintains data security software. NJ.
  • Sales Executive - Promotions
    Sells customized promotional products.
  • Mobile Software Engineer
    Develops and maintains mobile endpoint software. NJ.
  • HEALTHCARE SOFTWARE SALES EXECUTIVE - EDIS
    Emergency Department Information System (EDIS) sales to hospitals and stand alone emergency providers throughout the U.S.
  • MEDICAL SALES REPRESENTATIVE
    This position calls on physician practices in Houston, TX to generate patient referrals.
  • IT SALES REPRESENTATIVE
    Hardware and software sales for a Value Added Reseller in Los Angeles, CA.
  • SALES MANAGER - MEDICAL
    This position generates patient referrals for a medical practice in California.
  • IT SALES REPRESENTATIVE - COMMUNICATIONS
    National communications systems sales.
  • HEALTHCARE SOFTWARE SALES EXECUTIVE - HOSPITALS
    Healthcare software sales to hospitals throughout the U.S.
  • SALES VP - SOFTWARE
    National Software Sales.
  • SOFTWARE IMPLEMENTATION SPECIALIST
    Software implementation. Northeastern U.S.
  • IT PROJECT MANAGER
    SECURE COMMUNICATIONS SOFTWARE PROJECT MANAGEMENT. Northeastern U.S.
  • IT SALES - HARDWARE
    Hardware sales to small, medium and large companies throughout the U.S.
  • PACS SALES
    National sales of Picture Archive and Communication software.
  • SOFTWARE SALES
    Software Sales to small, medium and large companies throughout the U.S.

 

Follow CNI…

  • facebook
  • twitter
  • LinkedIn

Terms & Conditions | Privacy | Contact

Copyright © 2021. All Rights Reserved.

Designed by WebAuthorings.