In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator. With a strong connection to sales leaders in New Zealand and Australia, Mike will share insights from the 10th annual Mood of the Sales Leader Survey, offering practical advice and real-world examples to navigate economic shifts and technological advancements. Don't miss this opportunity to learn how to harness current trends to elevate your team's performance.

Indicator, led by CEO Mike Stokes, is a sales development firm that has spent the past decade facilitating sales leadership groups across New Zealand and Australia, gathering firsthand insights into market trends. This effort led to the Mood of the Sales Leader Survey, now in its 10th year, offering a comprehensive look at industry challenges. The 2024 survey revealed that last year was the toughest sales environment seen in years, with economic slowdowns, rising costs, and declining revenue growth impacting sales teams. One of the most striking insights was a dramatic shift in salesperson motivation—remuneration and incentives became a top priority due to stagnant salaries and rising living costs. As companies struggle to balance financial constraints with retention strategies, sales leaders must navigate an increasingly complex landscape to support and motivate their teams.

As 2025 begins, business confidence is gradually improving, with companies seeing a light at the end of the tunnel despite lingering economic challenges. While small and medium-sized businesses pulled back on training investments last year, they are now beginning to reinvest, driven by optimism and a need to prepare for future growth. Sales leaders are particularly focused on AI and technology, as well as coaching, yet many still underinvest in their own development. Despite AI adoption among salespeople rising significantly, overall company investment in sales technology remains slow. With growing confidence, businesses are shifting their attention back to refining their processes and structures to build momentum for the year ahead.

AI and emerging technologies have created a technology confusion gap, where companies struggle to implement and optimize existing tools while trying to keep up with new advancements. Many businesses still underutilize foundational systems like CRM, missing valuable opportunities. The key, as Mike Stokes emphasizes, is to first define sales processes and objectives before layering on technology. While AI adoption is accelerating, companies risk chasing trends without strategic implementation. The real opportunity lies in using technology as an enabler—focusing on what truly adds value rather than being swept up in the hype.