Digitalization, which accelerated after the pandemic, has led to radical changes in sales processes. While the demand for field sales teams is increasing again, especially in the finance, fintech and energy sectors, artificial intelligence-supported sales models are also becoming central to sales operations. Ogün Rıfat Sanbay, Business Development and Process Manager of Coorbiz, an expert in sales and sales management, evaluated the transformation of the sector and the sales trends that will come to the fore in the coming period.
“Face-to-Face Contact is Back”
Stating that customer behavior has shifted to digital channels focused on speed and convenience in the last five years, Akhan emphasized that one-on-one contact maintains its importance in sectors that require trust and relationship management. Sanbay said, “Especially in the banking, insurance and energy sectors, sales made with field teams are still critical in terms of complex product description and customer trust. Digital channels have become decisive in e-commerce and subscription-based services.”
Artificial Intelligence Is Transforming Field Sales Too
Saying that artificial intelligence has radically changed sales operations, Sanbay stated that this transformation will establish a new balance, especially in field operations. “Artificial intelligence provides serious support to human power in target customer identification, route optimization and sales forecasts. The machine analyzes, while the human establishes relationships. The new era in sales will be built on this cooperation,” he said.
Female Sales Representatives Make a Difference in Individual Sales with Their Communication and Empathy Skills
Noting that Coorbiz makes a difference in the sector with its 50 percent female field sales team, Sanbay said that women’s interest in the field has increased rapidly in recent years. Akhan said, “With their communication skills, empathy and ability to focus on details, female sales representatives achieve high success especially in individual customer sales. The fact that women are more visible in the field also positively affects customer perception.”
Demand for Outsourced Sales Teams Explodes
Changing market conditions and rising costs have led companies to outsource field and call center sales teams. Sanbay said, “Demand for outsourced field sales teams is at record levels, especially in the fintech, insurance and technology sectors, due to cost optimization, flexible resource management and rapid scaling advantages. Companies want to reduce operational load and focus on their core business.”
The Bleeding Wound of the Sector: Lack of Wage Policy and Career Plan
Finally, Sanbay stated that one of the biggest problems in the field sales and call center sector in Türkiye in recent years is employee loyalty, and said, “Despite the increasing cost of living, low salaries, uncertain bonus systems and lack of career development in the sector make it difficult for qualified employees to stay in the sector. Continuity cannot be achieved in structures where corporate loyalty is weak. Companies that develop sustainable models in this field make a difference.”
