Over the past three hundred years, we have experienced multiple industrial revolutions—the steam revolution, the electrical revolution, and the computational revolution. Today, we are witnessing the fourth industrial revolution: the revolution of data processing. With the advent of this fourth wave, we are embracing new technologies such as IoT (Internet of Things), artificial intelligence (AI), and data science.

Seven Key Elements

In this article, we summarize seven elements that should be prioritized when embarking on the journey of digital sales transformation as part of the fourth digital revolution.

80%

of sales teams using AI technology report significant improvements in customer relationships.

72%

of business leaders agree that AI gives them an edge in the ongoing race to acquire and retain customers.

1. Sales Knowledge

Salespeople supported by artificial intelligence will gain a competitive advantage. 80% of sales teams using AI technologies report significant improvements in customer relationships, while 72% of business leaders believe AI provides a lead in acquiring and retaining customers.

2. Leadership Embracing Technology

Modern technology only makes sense when implemented quickly enough to keep up with evolving demands. Companies that fail to understand the 4.0 revolution often overlook their technical teams. Administrators, developers, and architects cannot be excluded in the continuous integration of IT solutions.

3. Mobility

According to Gartner’s latest research, the amount of manually entered data in CRM systems will decrease by 50% in the near future due to the adoption of mobile technologies that enhance productivity. Most daily tasks of sales representatives will be conducted via smartphones, leveraging AI and automated processes.

4. Coaching

Training alone is not enough. The amount of retained information drops by 20% just twenty minutes after a session, and after a month, a salesperson may remember only a fifth of the presented material. Combining training with coaching can boost retention to as much as 90%.

5. Customer-Centric Approach

Create an environment where sales leaders prioritize customer orientation and ensure positive customer experiences (CX). Sales representatives must focus on creating added value to differentiate their offerings from competitors.

6. Agile and Always Collaborative

Sales is a team sport; there’s no room for individualists. Recruit people who enjoy collaboration and aim for collective success. Often, a single client will interact with multiple sales representatives. Build sales teams composed of specialists from various fields, united by a shared focus on customer needs.

7. Openness and Accountability

Foster a trust-based environment where sales representatives can openly share their ideas and concerns, and sales leaders treat these with seriousness and understanding. Research by Google has shown that high-performing teams—across industries, not just sales—achieve their success not through high qualifications or intelligence, but through openness, understanding, and transparency.

Embracing the Fourth Industrial Revolution requires bold leadership, cutting-edge technology, and a human-centered approach. By aligning with these seven principles, sales teams can thrive in an increasingly digital world.