Is there a correlation between digital transformation and revenue growth for sales organisations? And how is the adoption of technology influencing a company’s sales strategy?
A detailed research commissioned by Microsoft, which targeted 50 sales leaders across 13 industries, ranked customer engagement the main driving force behind sales versus tactical drivers like automation and productivity.
The study found out that organisations prioritise digital transformation to enhance customer engagement and, as a result, generate more sales and business growth.
Furthermore, advanced technology adopters enjoyed a 50% increase in revenue growth compared to the early adopters and non-adopters.
Most notably, innovative sales teams are taking advantage of data analysis and prescriptive insights that inform customer trends and help create tailored customer experiences.
Most sales organizations are adopting technology to some degree to drive customer engagement. This degree of adoption determines the way companies interact with customers and their place on the digital transformation curve.
SKEPTICS: Technology versus Relationships
Skeptics do not associate technology with relationship growth. In fact, they may be ardent supporters of the face-to-face social interactions as opposed to digital interactions.
Sales teams in this early stage of technology adoption will most probably rely on introductory mobile tools to connect with their customers on-the-go via email, call, text, and, to some extent, social media.