With the Australian financial year reset in July, tech sales professionals have a fresh runway to exceed targets, refine strategy, and stay ahead in a market shaped by smarter buyers, AI acceleration, and shifting expectations.

Here’s how to approach FY25 with purpose and precision.

Reflect, Then Reset

Review what worked and what didn’t.

• Where did deals slow down?
• What feedback did clients give, and how did you respond?
• Which verticals or offerings gained traction?

Use that insight to refine your messaging, strategy and priorities.

Set Goals That Go Beyond Quota

Annual targets are a given. But this year, think deeper.

• Track deal velocity, win rates and customer acquisition costs
• Set development goals around AI fluency, product knowledge or commercial influence
• Make sure KPIs reflect both performance and potential

Audit and Upgrade Your Sales Tech Stack

If it’s not helping you move faster or sell smarter, it’s time to reassess.

• Use GenAI tools for faster prospecting, smarter proposals and stronger outreach
• Make full use of platforms to coach, forecast and convert
• Automate admin to spend more time in meaningful conversations

Make Social Selling a Daily Habit

Buyers do their own research well before speaking to sales.

• Update your LinkedIn profile to reflect your value, not just your job title
• Share insight that builds trust and relevance with your audience
• Use short-form video or tailored content to stand out in the noise

Deepen Strategic Account Engagement

Retention is more valuable than ever.

• Identify expansion opportunities with existing clients
• Re-engage cold accounts with new angles or offers
• Book touchpoints that offer value, not just check-ins

Keep Learning (and Unlearning)

The sales playbook is evolving rapidly.

• Upskill in AI tools, buyer psychology and commercial strategy
• Stay close to your customers’ industries and emerging needs
• Learn from competitors’ wins, not just your own metrics

Review Hiring Strategy and Team Capability

If you're building out your team:

• Prioritise agility, not just track record
• Look for diversity in approach, background and thinking
• Partner with niche recruiters like Kaliba, who understand how to attract and assess high-performing sales talent in tech

Tighten the Sales Process

A bloated process slows deals.

• Remove friction in approvals, demos and follow-ups
• Use CRM data to spot gaps and fix drop-offs
• Streamline handoffs between sales, marketing and delivery

Reforecast, Reallocate, Repeat

Start the year with a clear financial lens.

• Review last year’s spend against ROI
• Forecast based on current deal velocity, not assumptions
• Plan for slower cycles or shifting priorities, especially in enterprise sales

Protect Your Energy

The most valuable asset in sales is you.

• Set focus blocks and stick to them
• Take real breaks and recharge
• Guard your time the way you guard your pipeline

In 2025, success isn’t just about hustle. It’s about sharp execution, strategic focus and working smarter, not just harder.

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