Today's Edition
RABI HAMAMSAH (ABU DHABI)
Sales representatives in the UAE dedicate around 27 percent of their workweek on average to reaching out to customers, according to a new report.
Published by Salesforce, a leading provider of customer relationship management (CRM) solutions globally, the latest "State of Sales" features perspectives from 5,500 sales professionals in 27 countries, with 100 of them from the UAE.
The report, published on Thursday, observes that sales teams are finding a balance between leveraging technology and creating reliable customer connections to achieve growth in a competitive market.
Sales professionals in the UAE believe that changing customer expectations is less of a challenge compared with last year, while some find it to be more of a challenge, according to the report.
The report highlighted that AI implementation is on the rise and sales teams in the UAE are increasingly embracing AI to boost efficiency and customisation.
However, worries about incorporating AI, ensuring security, and building trust with customers are still preventing the profession from fully realising the technology's potential, it added.
Approximately three-quarters of sales teams in the UAE have either fully adopted or are testing out AI technology.
Twenty-two per cent more teams are currently assessing the technology, according to the report.
It also said that employee turnover rates are decreasing on a global scale. With labour markets becoming more restricted, sales employees are primarily remaining in their current positions.
Worldwide, teams have reported an average staff turnover of 18 percent in the past year, a decrease from 25 percent in 2022.
Employee retention patterns differ depending on the region, where the UAE has seen an average estimated staff turnover rate of 23 percent in the last year.
Currently, four percent of sales professionals in the UAE are seeking new job opportunities, the report said.
Area Vice President and General Manager, Middle East, Salesforce, Thierry Nicault, said, "The UAE is moving forward quickly with implementing AI solutions, as most sales teams are now using advanced applications to improve forecasting accuracy and gain other advantages."
He added that the ultimate challenge will be effectively utilising AI to optimise sales teams' time and leveraging the extra capacity to enhance customer relationships.
