The Questions That Sales and Operations Leaders Have Top-of-Mind for 2024

Right now, there is one question on everyone’s mind: what will 2024 look like? With a mix of alarming post-Thanksgiving sales (“we think sales were not strong,” says Craig Johnson, the founder of Customer Growth Partners) and deal-hungry customers, organizations are assessing data to determine:

• What can we expect from consumer & sales force behaviors in 2024?
• What can we do now to keep from losing ground?
• How can we drive revenue as budgets tighten?

Answers to these questions range – from an increased use of clienteling tools and AI-enabled copilots to creating more empathetic sellers – but the one constant is the need to innovate, to provide novel experiences and technologies that both drive sellers to sell and motivate consumers to buy.?

Last month, Rallyware’s experts ran the numbers, analyzed the data, and produced some must-read commentary that is sparking discussion among sales enablement leaders. From the Performance Enablement Platform (PEP) paradigm to good v. bad automation, we explored what will and won’t work in 2024.

Request a demo today to see how PEPs drive sales and elevate customer experience at scale for brands, retailers, and direct sellers! ?

LMSs and LXPs Aren’t Getting the Job Done Anymore for Sellers. What Comes Next? (Sourceforge)

• The last two years have seen a revolution in AI tech, with ChatGPT and DALL-E2. AI is expected to show a 17.30% CAGR through 2030 and be worth $783bn.
• Are business leaders getting everything they can from this investment? Are they using AI to drive revenue, not just cut costs?
• Until now, organizations have thought of “learning” (LMS, LXP) as the focus of seller enablement. What if we used AI to go beyond learning, toward “doing” in the flow of work?
• PEPs, the next evolution, use smart to-dos and personalized activities to acquire and retain customers, provide great CX, and generate revenue.

How to Use All in One Mobile Apps to Drive Day-to-Day Sales

• Economic conditions today are uncertain, with growth slated to slow in 2024 due to high interest rates and increased energy prices, further depressing consumption.
• Sales organizations can counteract this by using mobile apps that help their sales force day-to-day, engaging them in their own success.
• Visualized goal-setting for sellers, via mobile apps, shows them that they are working toward something, not just filling orders.
• Smart CRMs turn individual sellers into powerhouses, with high-tech relationship management tools to use their book of business for higher sales.
• Learning & development notifications that are personalized, targeted, and aligned with one’s goals are truly impactful. (Exclusive data on this in the article.)
• Easy-to-send, easily received communications in an all-in-one platform helps ensure that sellers see relevant messages.

3 Must-Haves for a Direct Selling Digital Strategy 2024

• It’s a tough period for direct selling, with many leaders seeing declining YOY revenue as of Q3 2023.
• Direct sellers have to balance the need for an optimal digital strategy and an ultimate distributor experience, one that makes it easy and pleasant for distributors to sell and recruit, with cost cutting and tool consolidation.?
• Automation is good when it augments instead of replaces the human touch, as David Mulham of USANA and Ryan Thompson of ACTIVZ argued in November’s Rallyware Roundtable event.
• The direct seller’s system of record should be useful for administrators and field leaders – not only uplines and downlines. We explain this and other must-haves in the article.

5 Examples of Gamification for Sales Teams

• A survey from Retail Touchpoints found that the top challenge among retailers is fostering an environment that ensures associates feel seen and appreciated.
• Gamification is one great solution to this problem, and made easy with AI-driven technology.
• One example here is progress visualization. Rather than working toward the goal of ‘selling $500 worth of camping gear to win a gift card,’ incremental progress motivates the seller every step of the way.
• Another example is the widget, an interactive and customized UI element. The creative use of widgets helped?Intertop, a large retailer, increase sales goal completion 51%.
• Where do all of these tools sit? We dive into building a great interface that encompasses daily routines, tasks, and motivators for today’s sellers.?

A Fireside Chat with Direct Selling Trailblazer Drew McDermid

• The direct selling industry is undergoing notable changes, from declining revenues to the use of data-driven strategies for targeted sales outreach.
• We spoke with Drew McDermid, VP of Sales Southern Africa for NeoLife International, about his experiences and what’s in store for 2024.
• Topics include direct selling, then vs. now; technology’s role in direct selling; and direct selling trend projections 2024.
• “It’s an exciting time to be a part of this empowering profession,” Drew said when sharing the post on LinkedIn. Direct selling leaders can’t miss this interview from a bright young power player.

Speaking of direct selling’s future outlook, don’t miss this recording of Rallyware’s November Roundtable, an online digital event featuring David Mulham, Chief Sales Officer of USANA, and Ryan Thompson, President of ACTIVZ, in conversation. Featuring hands-on discussion of:

• Direct selling automation
• Lead generation
• Social media marketing
• Technology platforms
• Bullish / bearish views for 2024

Watch the full recording here and see what experts are advising to reverse – or at least resist – some of the negative trends we’re seeing ahead of 2024. Until next year!