The year is drawing to a close, ushering in end-of-year lists for 2009 and predictions for 2010. Sales consultant Drew Stevens lays out his “Sales Trends for 2010” in a recent blog article, and he urges salespeople to look to the new year with optimism: “As many seek refuge from the negativity of the media, others look ahead to new beginnings. “

While 2009 may have been rough, the new year is upon us and opportunity lies ahead. I’ve included a few of Stevens’ trends, and the rest can be found here.

Lead Generation – The issue of lead generation has increased in the last two years. Technology has helped gather leads but the conversion factor has not increased. Selling professionals and marketing departments must collaborate for better target market optimization. Simply put, leads must be converted and there will be increased attention to close more business.

Customer Service – As reported many times in my columns 45% of every client interaction involves customer service. My research illustrates that customer service has decreased in many organizations. Since customer-to-customer influences have become vital to success, it is increasingly important that selling professionals focus more on their most vital asset- the client.

Preparation – The last five years have provided significant tools and technology to sales professionals. From CRM systems to better search methodology in Google, selling professionals are more prepared then ever. Or are they? Customers have access to as much information as their sales professional. It is vital that all sellers be prepared for EVERY client interaction. Reading annual reports, watching the news and having a prepared list of value questions will aid every call. Sales people must have more information than their client.