Tech Sales Pros: 10 Ways to Win the New Financial Year (Australia)
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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