Sales Advisor Career Trends

The software sales market is waking up — and here's what I'm seeing on the ground in 2026. 👇 After a tough couple of years of hiring freezes, budget cuts, and "we're doing more with less," the mood has shifted. Companies are spending again — and the roles coming across my desk reflect it. A few trends worth noting: AI is now a sales differentiator, not just a buzzword. The deals I'm seeing move fastest are at companies with strong AI stories. Buyers want it, and companies need salespeople who can articulate it credibly. If you can't speak to AI-driven ROI in a demo, you're behind. Specialization is winning over generalism. The days of the all-rounder enterprise AE getting snapped up are fading. Clients are asking for candidates with specific vertical experience — fintech, cybersecurity, SaaS platforms in regulated industries. Niche knowledge commands a premium right now. Mid-market and upmarket are heating up. After years of SMB being the "safe" play, I'm seeing appetite return for senior enterprise hunters — VP Sales, RVPs, strategic account leaders. PE-backed companies especially are building out commercial teams again. Candidates have options — but not unlimited ones. The market is recovering, not booming. Top performers are fielding 2-3 conversations, not 10. Hiring timelines have tightened as companies don't want to lose good people to a competitor

Would you take advice from someone who has succeeded in sales roles at LinkedIn, Google, and Amazon? Richard Wong from Amazon Ads dropped by Sales Foundations, and his career journey proves that the best sales pros aren’t pushy closers—they’re trusted advisors. Richard has done it all—startups (#paid, 500px), CPG (J&J, P&G), and big tech (LinkedIn, Google, Amazon)—and he shared three lessons for anyone getting into sales: 💡 Sales is about helping, not pitching. Richard’s marketing background makes him more of a consultant than a seller. He knows how brands grow and shares that knowledge to help his clients win. That’s sales. 💡 Senior exec wants to skip discovery? Do your homework. Show up with a solid guess about their priorities and validate it. If you earn trust upfront, they’ll actually listen when you advise them. 💡 People buy for three reasons: company, team, and personal. We focus so much on company goals, but the real magic happens when you figure out why the person across from you actually cares. That’s where real relationships start. And the biggest surprise? When asked what software he uses the most, Richard’s answer was… Excel. Yep. A top salesperson spends most of his time in spreadsheets—building models, calculating ad spend recommendations, and even working on-site with clients to optimize ads in real-time. That’s what being a trusted advisor looks like. The best salespeople don’t just sell—they guide, support, and bring insights that actually help people.

If your 2026 sales strategy looks like your 2024 strategy… you may already be behind.... The last 18 months have reshaped what firms expect from their distribution executives. Between rapidly changing advisor behaviors, emerging channels, and increased data sophistication, leadership roles look very different than they did even two years ago. One competency is rising to the top: data-driven sales leadership. Firms are prioritizing executives who can combine traditional relationship-driven sales with analytics, segmentation, and predictive pipeline management. We’re seeing dramatically increased demand for leaders who can: • Build go-to-market strategies rooted in real-time data • Coach wholesalers using evidence-based insights, not intuition • Align distribution, marketing, and product around shared KPIs • Accelerate flows by focusing efforts where probability is highest In 2026, distribution teams that integrate technology + talent will gain a meaningful advantage. If you’re planning for next year’s hiring or evaluating your sales leadership structure, we’re always here to provide market intelligence and tailored guidance.

Sales is transforming with an ever-increasing focus on efficiency, enhancing buyer experience, and delivering actionable insights for revenue maximization. In enterprise sales, AI and automation will play an increasingly significant role, but the "human in the loop" will deliver the crucial edge. 𝙏𝙝𝙚 𝙁𝙪𝙩𝙪𝙧𝙚 𝙤𝙛 𝙎𝙖𝙡𝙚𝙨 will evolve at a rapid pace and some of the emerging trends will be: 𝗔𝗜 𝗮𝘀 𝗮𝗻 𝗔𝗱𝘃𝗶𝘀𝗼𝗿 AI tools will act as a strategic advisor providing Client-specific recommendations for lead generation, proposal development, pricing optimization and deal-closing tactics. 𝗛𝘆𝗽𝗲𝗿-𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻 𝗮𝘁 𝗦𝗰𝗮𝗹𝗲 Leveraging deep Client data to analyze buyer behavior and enable hyper-personalized outreach, aligning messaging, offers, and solutions tailored to Client industry, priorities, challenges and strategic objectives. 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗕𝘂𝘆𝗲𝗿 𝗝𝗼𝘂𝗿𝗻𝗲𝘆𝘀 Proposals that enable autonomous buyer journeys, providing dynamic content, insights, and recommendations tailored to the buyer’s unique persona and purchasing stage. 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗖𝗮𝗽𝗶𝘁𝗮𝗹 Salespeople will need to focus on high-value Client interactions as the human touch will be critical in building trust and long-term partnerships. Renewals, upselling, and cross-selling will rely heavily on nurturing long-term, trusted relationships. 𝗔𝗜-𝗽𝗼𝘄𝗲𝗿𝗲𝗱 𝗦𝘁𝗼𝗿𝘆𝘁𝗲𝗹𝗹𝗶𝗻𝗴 Combining data, creativity, and automation to craft impactful narratives that move beyond presenting basic facts & figures to purpose-driven outcomes. Use of custom visuals, short-form videos, dynamic infographics that transform the conversation into engaging, relatable, and persuasive narratives. 𝗥𝗶𝘀𝗲 𝗼𝗳 𝗚𝗲𝗻 𝗭 The Gen Z buyer (and seller) is tech-savvy, socially conscious, and values authenticity, convenience, and ethical alignment. Enterprises will not only need to adapt culturally and technologically but also develop innovative strategies to cater to this emerging and influential demographic. 𝙏𝙝𝙚 𝙁𝙪𝙩𝙪𝙧𝙚 𝙤𝙛 𝙎𝙖𝙡𝙚𝙨 is bright and exciting! #trends #predictions 

Who’s in, Who’s Out? The Sales Jobs in Demand Right Now The sales job market is shifting. Some roles are highly sought after, while others are seeing fewer opportunities. If you're hiring or thinking about your next move, here’s what's happening. In Demand • Enterprise Account Executives. Companies are focused on landing larger, complex deals, making enterprise experience more valuable than ever. • CROs. External hiring is happening, but more often from founder and C-suite networks or advisers stepping into permanent roles. • Experienced SDRs. Companies still need pipeline generators, but they’re hiring SDRs with a track record and utilising AI. Entry-level roles are harder to come by. • Partnerships. More businesses are scaling through strategic alliances, making partnerships teams key players in growth. Losing Momentum • Entry-level SDRs – Many companies are pulling back on hiring SDRs with no experience. They take too long to ramp up and are seen as higher risk, so businesses are focusing on getting more out of experienced hires instead. • Customer Success Managers – A flooded market and a shift toward commercial-focused roles mean fewer traditional CSM openings. • Account Managers – Businesses are restructuring account management, with more sales hires absorbing customer ownership instead (especially at Enterprise level). • Heads of Customer Success and Heads of Account Management – With fewer CSMs and Account Managers being hired, demand for leadership in these areas is also shrinking. For hiring managers, knowing where demand is shifting helps you hire where other companies are seeing the best results. For sales professionals, understanding these trends means you can stay ahead of the market and position yourself for the right opportunities. Are you seeing the same? What have I missed?

There is a clear trend across the financial services industry - an increasing emphasis on advisor mobility and career flexibility. This trend underscores the value placed on advisor autonomy and the ability to tailor one's professional journey to achieve long-term success and fulfillment. In this week's episode of Advisor Talk, Elite Consulting Partners' CEO Frank LaRosa is joined by Jodi Perry, the new National Head of Advisor Recruiting at Raymond James. With over 30 years of experience at Raymond James, Perry is passionate about recruiting and aims to leverage her expertise to enhance the firm's recruitment strategies. Key highlights from the discussion include: *Perry's excitement about her new role and vision for enhancing advisor recruitment at Raymond James. *Insights into Raymond James' diverse channels, which offer advisors the opportunity to grow from entry-level positions to owning their own businesses or broker-dealers. *Why Raymond James places a heavy emphasis on defining the advisor's role clearly and providing flexibility to transition between channels seamlessly. *The importance of observing a firm's culture during the recruitment process and keeping records of contracts and agreements. *A discussion on the significance of understanding long-term goals before making career moves. This engaging conversation between Frank and Jodi illustrates the importance of strategic career planning and due diligence for advisors navigating transitions. Listeners gain valuable insights into recruitment strategies, career growth tactics, and cultural alignment when exploring new opportunities in the financial services industry. Today’s episode equips advisors with the tools necessary to make informed decisions and advance their careers effectively and efficiently. Click the link below to watch the full episode: https://lnkd.in/e88q3aUr #EliteConsultingPartners #FrankLaRosa #JodiPerry #RaymondJames #RaymondJamesFinancial #FinancialServices #IndependentFinancialAdvisor #FinancialAdvisors #Independence #AdvisorTalk #AdvisorTalkwithFrankLaRosa

Sales Trends to Watch in 2025: Are You Ready? The world of sales is evolving rapidly, and staying ahead means adapting to new trends that are reshaping how we engage with customers and close deals. Here are some of the sales trends to watch for in 2025: 🎯 Value-Based Selling – The era of mass outreach is over. Today's success comes from deeply understanding customer pain points and delivering tailored solutions that drive measurable ROI. Quality conversations trump quantity. 🤝 Social Selling – LinkedIn and other platforms aren't just networking tools—they're deal generators. Strategic content creation, community engagement, and social listening are now core skills for attracting high-quality prospects. 🔒 Data Privacy & Trust – In a privacy-first world, transparency isn't optional. Modern buyers demand ethical sales practices and clear data handling policies. Building trust is the foundation of every successful relationship. 🤖 AI-Powered Success – AI isn't replacing salespeople—it's supercharging them. From predictive analytics to conversation intelligence, smart automation helps teams focus on what matters most: building genuine connections. 📈 Customer Growth Focus – With acquisition costs rising, the smartest teams are mining gold in their existing customer base. Strategic cross-selling and upselling are becoming critical revenue drivers. ⭐ Personal Brand Authority – The most successful sales professionals are becoming micro-influencers in their space. A strong personal brand opens doors before you even reach out. Share your thoughts below—what trends are you seeing in your industry?

Advisor's Strategies Will Need To Change. I’m increasingly convinced that the Strategies we relied on over the past decade won’t cut it for the next five years. The shifts I'm thinking about most 👇 (Everyone's talking about this one but we shouldn't ignore it) 1) AI and Automation: As it continues to get better at the technical aspects, we'll need to get good at communicating the REAL value of having an FA. 2) Digital Experiences: The clients younger than Baby Boomers expect intuitive, digital-first interactions, along with more immediate interaction. 3) Alternative Pricing Models: more and more people are asking for something other than AUM—subscription models, flat fees, and other options are becoming more in demand. As we adapt, a few strategic questions might help guide our path: 1️⃣ What’s our true value? Beyond investments, what unique expertise or perspective can we offer that AI can’t replicate? 2️⃣ How can we design our client experience to feel intuitive and seamless for the next generation? 3️⃣ Are there new pricing models we can explore that will make our services more attractive without compromising quality? It might be the right time to do. a good ol SWOT analysis—and make sure we’re positioned for what’s next. Advisors, I always like hearing from you. Agree? Disagree?