- Customer insights that organizations are able to glean, via technology, have continued to increase customer relationship transparency
- These insights equip sales operations teams with the data needed to automate administrative activities
- The resulting transparency arms sales operations and reps with a competitive advantage
When I began my career in banking in the mid-1990s, the financial services industry was looking to retailers for sales best practices. Financial services firms were seeking to create sales cultures in place of their previously “stodgy” reputations. Hiring models changed (sales backgrounds vs. financial backgrounds), brick and mortar locations transformed (coffee bars and couches were installed), and sales training curriculums were launched.