16 Smart Inside Sales Trends In 2016 [Infographic]


Selling effectively entails keeping up with industry updates and trends. In this post, we’ll be examining the smartest sales trends to emerge in 2016. Many of these will still be applicable in the years to come and will revolutionize the sales landscape.

1. There will be over 6 million salespeople in the US by 2020

In addition, it is estimated that the majority of this figure will consist of inside salespeople. At present, the ratio for inside sales is 54.5% compared to 45.5% for field sales.

2. An estimated 1 million salespeople will be replaced by computers by 2020

We’re already seeing disruptions taking place across several industries. For example, Uber is rolling out driverless ride-sharing cars. As consumers shift towards mobile and web-based applications, many B2B salespeople will see their jobs taken over by automated bots.

3. Talent growth will be exponential, not linear

The average salesperson’s tenure has dropped to 2 to 3 years (previously 5 to 7 years). Job descriptions are constantly changing as companies continue to evolve.

4. Leadership will be defined by merit

Salespeople want to join industry shakers; they also prefer to follow leaders who know how to lead. In this fast-changing global environment, we are currently facing a shortage of leaders who truly know how to manage and inspire.

5. 100 million people in the over–50 market means a longevity boom

Approximately 40% of the baby boomer workforce (78 million) plan to retire early. Incredibly, 80% of the US aggregate net worth is controlled by this group. It’s time to think of ways to monetize retirement.

6. A rise in millennial managers

Next in line to lead is the Gen Ys. This particular group has historically shown that their interest in leading is to help empower others.

7. Gen Z is primed to become the youth influencers of tomorrow

They are smart, savvy and follow trends. They are also very good at social influence. It’s imperative that you take time to study this particular group’s habits.

8. Productivity will depend on cross-generation collaborations

It’s all about building networks and tribes that focus on collaboration instead of a “top-down” management approach.

9. Identify “No power, no potential” people

You need to identity people with no power and no potential and stop them from diluting your sales analytics.

10. Distance is no longer a barrier

Remote working is gaining traction quickly. It’s not uncommon to find teams working in a decentralized office and communicating via teleconferencing.

11. We’ll see a rise in the gig economy

It’s estimated that 40% of Americans will be part of the gig economy by 2020, and they will hold more than one single job.

12. Stealing micro-moments while multitasking

With apps, people are constantly multitasking – searching on the go or shopping while on a break. Seize this opportunity to sell.

13. Workspaces are popping up everywhere

While the traditional office space is shrinking, more co-working spaces are appearing. The ability to work from anywhere now is the result of employees desiring work-life balance.

14. From work-life balance to work-life integration

The line that defines work and personal life is blurring as people bring their work lives home and their personal lives to work.

15. The self-paced eLearning market is expected to reach $49.9 billion this year

Learning will continue to form an important aspect in 2016, with online corporate training expected to grow by 13% by year-end.

16. 280 million smartphone users launch apps 60 times a day

If your business doesn’t have a useable app, then you are missing out on a mobile landscape that’s easily monetized.


16 Smart Inside Sales Trends In 2016

Koka Sexton

The leader in social selling methodology and ranked #1 in Forbes for social selling. Bringing the science of social selling to the business world and delivering ROI on social media.