Top 4 sales trends in India right now

Sales trend 1: Data and other customer insights play an important role in the sales process in India

In India, it is always essential for a salesperson to demonstrate that they understand the unique needs and wishes of the customer. This is even more important in economic, uncertain times. Salespeople in India must therefore also be excellent advisors and not only have excellent knowledge of their product, but also be able to quickly discover the customer’s needs. In order to better understand and advise customers, most Indian salespeople therefore collect information from various sources for customer contact, both public and private sources, for example from the CRM or sales system that is used. It pays to be alert to the competition. By following the activities of the competition on a daily basis, it is easier to respond to offers from other parties. For example, by adjusting the price or offering extra service.

Sales Trend 2: Indian consumers want to be able to find your business across all channels

Indian buyers expect sales organizations to be present on all the channels they are on, from email to social media. According to the survey, 57 percent of buyers prefer to engage with companies via digital channels. High-performing sales organizations are more likely to engage with customers via an average of ten channels. Online portals in particular offer a variety of self-service options. This allows salespeople to spend more time on strategic accounts, customer acquisition and keeping current customers happy. Many Indian sales teams are also automating repetitive tasks, such as by using artificial intelligence (AI), to free up time to serve customers across all channels. 68 percent of AI-enabled salespeople surveyed said that AI has significantly improved their workflow.

Sales Trend 3: All departments must work together seamlessly – Indian customers expect a frictionless buying experience

Indian buyers cite their customer experience – of which sales is just one component – as the decisive factor when doing business. They are looking for ease and consistency in their interactions with companies. But when departments such as sales, marketing and service do not work together smoothly, customers can experience conflicting communication and long waiting times. It is therefore important to break down possible barriers between the different departments and ensure that everyone has insight into the steps that have already been taken with the customer. By creating an open structure and having all departments work together as well as possible, the best possible customer experience can be created.

Sales Trend 4: The Role of Sales Operations in Indian Sales Organizations Is Becoming More Important

In 2020, 54 percent of Indian sales leaders said that sales operations is important in determining sales strategy. That number has now risen to 65 percent. Sales operations has traditionally been seen as the department that works behind the scenes, but that is changing. The tools and sales processes that sales operations has traditionally focused on now need to drive efficiency and cost savings. Companies that want to make that a priority need to involve sales operations in determining strategy. More than eight in 10 Indian salespeople say that sales operations plays a critical role in their company’s growth.

Is your sales team in India underperforming?

Every sales organization worldwide is currently dealing with uncertainties and major changes due to the various international crises that affect everyone. It is therefore important to be as flexible and agile as possible in order to be able to respond to the latest trends and thus continue to achieve good results. Are you facing problems in this area in India? Are sales disappointing or is the service operation in India not running as desired? IndiaConnected helps companies improve their operation in India. We understand complex and difficult situations in the Indian business context and know how to solve them. Whether it concerns finance, taxes, compliance issues, HR or operational matters, we help you find the right solution and implement it.