The rapid acceleration of digitalization following the COVID-19 pandemic has arguably reinvented sales strategies across myriad sectors. With a renewed demand for field sales teams, particularly evident in finance, fintech, and energy industries, artificial intelligence (AI) is now emerging as a cornerstone in modern sales operations. Experts like Ogün Rıfat Sanbay, Business Development and Process Manager at Coorbiz, highlight the ongoing evolution of the sales landscape, underscoring several pivotal trends emerging for the near future.

Sanbay notes a resurgence of one-on-one customer interaction, which remains essential, especially in sectors that thrive on trust and relationship management. He posits, “Customer behaviour has shifted significantly towards digital channels prioritizing speed and convenience.” However, Sanbay emphasizes that personal engagement is irreplaceable in complex fields such as banking and insurance, where understanding client needs and building rapport are vital. Interestingly, while digital channels have dominated e-commerce and subscription-based models, the human touch still commands respect in traditional sectors.

Artificial intelligence is not just a supplementary tool; it is transforming field sales altogether. Sanbay explains that AI provides invaluable support in identifying target customers, optimising routes, and predicting sales outcomes. This synergy between human expertise and machine intelligence is shaping a novel approach to sales, shifting the landscape towards a collaborative model where technology enhances, rather than replaces, personal engagement. According to industry reports, AI has already proved influential in sales strategies worldwide, accounting for substantial growth in online retail sectors, where AI-driven recommendations have dramatically improved sales figures and customer experience.

As companies grapple with fluctuating market demands, a significant trend is the rising appeal of outsourced sales teams. Sanbay indicates an unprecedented surge in demand within fintech and insurance sectors for outsourced solutions, aimed at cost reduction and operational flexibility. The allure lies in allowing businesses to concentrate on their core activities while leveraging external expertise for field sales and call centres. This trend mirrors a broader shift within the industry where companies are increasingly recognising the benefits of agile resource management in today’s economic climate.

However, underlying these advancements is a serious concern: employee retention within the sales sector in Türkiye. Sanbay pointed out that inadequate salary structures and unclear career progression hinder the industry’s ability to keep skilled professionals. Given the rising cost of living, the pressure on companies to create attractive working environments has intensified. In a climate where employee loyalty is fragile, the companies that develop sustainable and supportive workplace models may stand out as leaders in a competitive field.

Alongside these industry developments, broader trends highlight the significant role of AI in transforming digital advertising and marketing landscapes. A recent survey indicated that nearly 90% of marketing professionals in North America and Europe believe AI will radically change digital advertising in the near future. The implications for sales strategies are profound, as organisations continue to harness AI’s capabilities—ranging from customer analysis to content generation—advancing their marketing efficiency and effectiveness.

As firms increasingly integrate AI into their sales and marketing arsenals, the sector stands on the brink of a major transformation. With predictions estimating the AI market in marketing alone to reach around $220 billion by 2030, the fusion of AI with human talent appears not only beneficial but essential for future success. The subtle interplay of personal engagement and technological advancement continues to define sales strategies, revealing a landscape ripe for innovation and growth.

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Source: Noah Wire Services