Business is evolving faster than ever. Fierce competition, shifting customer behavior, accelerated innovation, automation, new technological solutions, and changing values are among the key forces driving this transformation. From a workforce perspective, this means companies must adapt to these changes.
Here are some of the key takeaways from Mercuri International’s fresh-off-the-press 2025 Future State of Sales Skills report, based on insights from 591 sales professionals globally, gathered through a survey we conducted at the end of 2024. From this research, 65 individual sales skills were identified and categorized. Respondents were asked to rank these skills in terms of their current and future importance, as well as their confidence in applying them. These takeaways will help your sales team not only survive but excel in the coming years.
1. There’s an urgent need for reskilling and upskilling
Rapid technological change demands more from sales professionals, yet training remains limited, with an average of just four days per year. To keep pace, businesses must invest in reskilling and upskilling programs to equip teams with the skills needed to navigate new challenges.
2. Customer insight and analytical thinking are crucial skills
Customer insight is considered the most crucial skill, but confidence in delivering actionable insights remains low—only 27% of sales professionals feel equipped. Providing tools and training to help teams analyze customer data and anticipate needs will drive better sales strategies.
3. Strategic account development is critical
Nearly 80% of sales professionals stress the importance of strategic account development, yet many struggle with long-term planning. Strengthening account management strategies will help teams build sustainable, long-term relationships with clients.
4. Adoption of AI tools is limited
While AI has great potential to enhance sales through automation and insights, its adoption remains low. Sales teams need targeted training to build confidence and fully leverage AI tools for tasks like lead generation and customer insights.
5. Virtual selling is the new normal
As remote selling becomes standard, building trust and managing the sales process online is essential. Despite the widespread use of virtual selling, only 30% of sales professionals feel confident in these areas. Investing in virtual selling training will ensure teams can maintain strong client relationships in a digital world.
Get the full picture
Download the full 2025 Future State of Sales Skills report now to explore these insights further.
