Fieldscope is an ideal sales management platform that can respond to the expectations of a complicated but also highly educated customer profile like Gen-Z.
The nature of sales is changing in today’s challenging market conditions. Consumers have a chance to get more information through multiple channels. With more information, they question products and services more. On the other hand, the number and variety of competing products in the market is increasing.
Today’s consumers are highly educated. For example, Generation Z, which has begun to have a say on the future of products and services, stands out with its different characteristics from previous consumer profiles.
Generation Z, born towards the end of the 90s or early 2000s, can be a tough test for sales representatives and sales teams. Sales and marketing professionals need to seriously deal with Generation Z, which is in their twenties nowadays. This generation of consumers will keep the sales and marketing discipline busy for at least another twenty years.
Who are they?
Growing up with technology, Gen-Z does not like to focus too much on any subject. Except for certain conditions, it does not attach too much importance to brand loyalty. Because they use technology and social media very well, they can affect the market strategies of brands as influencers. Moreover, they attach great importance to privacy and protecting their personal space.
Different consumer profiles such as Generation Z turn customer management and sales activation actions into a complex discipline. For this reason, the probability of turning the opportunities in the field into profit determines the ability of sales representatives to access up-to-date information quickly and to apply different sales scenarios in the area.
With its customer-oriented architecture, Fieldscope provides the flexibility and performance for salespeople. Fieldscope not only deals with all the details of customer management but also successfully manages sales activation for salespeople who always want to stay up to date and get results across different consumer profiles.
Opportunities and challenges that come with Generation Z
Generation Z currently accounts for about 38 percent of the world’s workforce, according to global consulting firm, Morgan Stanley. Working and making money the Gen-Z profile is also closely related to the destiny of brands as a consumer. For this reason, we must say that every seller must know the Z generation well.
For example, according to some researches, generation Z (Gen-Z) is interested in anything for only a maximum of eight seconds. Moreover, they assess these ‘eight seconds” to decide if something is worth taking care of. (https://is.gd/ZXvgqf)
First lesson: Generation Z tries to make fair use of time in a world where options are limitless. They try to get as much information as possible in the shortest time possible.
According to research, at least half of Gen-Z is always online, and 95 percent have smartphones. It is only a matter of time before they reach and evaluate information.
Gen-Z follows current market trends and reliable social media figures with the same filtering logic. They can keep the truly dear ones to them and quickly throw the rest into the background. Therefore, it is more challenging to get their attention, once captured; it will provide business success.
Visual or video-heavy social media such as Youtube, Instagram, and Snapchat are the primary source of interest. Therefore, visual campaigns with bright ideas have a much higher impact on Gen-Z.
Second lesson: Gen Z represents an excellent purchasing power. Currently, Gen-Z determines the future strategies of major brands with a purchasing power of 140 billion dollars. (https://is.gd/k5vZHf)
Gen-Z members, who shop online at least once a month, affect the purchasing behavior in their own communities and others. A study on this subject has shown that 82 percent of families consider the views of their children from the Gen-Z generation while shopping for groceries.
If a brand has won the hearts of Gen-Z, there will be not many obstacles to success. Gen-Z cares about being social and relationships. Every positive attitude of this intelligent and investigative consumer profile on brands is influencing others on the internet.
Third lesson: They prefer to use predominantly mobile and online platforms for all shopping, research, and support needs compared to the previous generation. However, this does not mean that they do not like to shop in stores.
A study by IBM and NRF (National Retail Federation) shows that 67 percent of the Gen-Z generation still purchase from a store. The research was conducted on 15.000 Gen-Z customers from 16 countries. (https://is.gd/ntEkfv)
Last lesson: Gen-Z is a generation that takes privacy and personal space seriously. For this reason, they want brands to respect their privacy. They expect companies to be honest about private information gathering and ask whether the information will be collected.
Fieldscope and Gen-Z
Providing all the necessary tools for the success of field sales teams, Fieldscope has unique capabilities, especially in relational customer data management.
It enhances customer communications, by providing the ability for changes in existing customer data to the sales representatives in the field available instantly. The history of all customer data and information kept in the system ensures vendors are informed about their customers’ expectations and consumption trends.
Robust reporting, supported by powerful filtering features, allows sales teams to keep the pulse of the field’s situation. Moreover, the vendor can quickly access all this data through Fieldscope’s convenient, ergonomic interfaces over their mobile devices.
Fieldscope is an ideal platform for sellers to take care of Gen-Z client needs. This new and intelligent generation of consumers, who causes more rapid sales cycle worldwide, can now get answers to their questions and expectations much faster.
