• In assessing the evolution of the sales process over the past year, a number of emerging trends stood out that innovative companies leveraged to drive sales
  • #1 The cleaner the data, the more actionable it can be
    • No matter what CRM you use, your sales team would rather be out selling than updating data in it – organizations have worked hard to get their customer data clean and accurate
  • #2 Deeper partnership selling approaches to close more deals
    • Listening to your client’s problems and developing and proposing solutions is essential to develop a lasting partnership – and companies that follow a well-defined sales process are 33 percent more likely to be high performers
  • #3 Automation to increase productivity in sales teams
    • Rather famously, Salesforce pointed out that 68 percent of a sales rep’s time is spent not selling – almost five and half hours are spent doing things that don’t directly drive revenue
    • 40 percent of a salesperson’s time is spent either looking for content created by marketing or creating their own content because they can’t find an asset that is fit for their purpose
    • McKinsey & Company, says that optimizing sales operations with automated tools or dedicated back-office units for specific tasks can improve revenues by 10 to 25 percent and reduce back-office costs by 20 to 30 percent
  • #4 High ROI sales training
    • In-field sales training can quadruple productivity from 22 percent to 88 percent
    • Give your team the the chance to hear and learn precisely what they should be doing, and the coaching to do it, and it will make a noticeable productivity improvement.