It’s easy to underestimate the compelixity of improving B2B sales productivity. Those who do, typically look for a combination of sales training, CRM tools, and process compliance to do the trick. In today’s circumstances, it won’t suffice. It’s getting harder and harder to acquire new Business-to-Business sales. Just ask any seasoned Sales Rep, or their Sales Manager. If you don’t believe them, check out the industry reports summarized in our recently released whitepaper on improving B2B sales productivity.
Wordle word maps of the content of our whitepaper and this blog show that we’re taking a broader approach to the problem. We’re designing tools, systems, metrics, and processes that help prospects and Reps engage in conversation more often and have more conversations that are helpful + timely from the prospects’ perspective.
It’s a paradigm shift. Instead of a Sales Manager pointing a gun to the Rep’s head saying “use this tool and stick with this process”, Reps get fresh evidence that if they don’t use tool X and stick with process Y then they’re shooting themselves in the head. It’s a shift away from compliance-based models of productivity improvement. It equips Reps with new information + feedback that gives them more time for selling and feedback on how wisely they’re using their time. Our experience is that these kinds of tools don’t need a compliance push. Such tools are so informative + valuable to Reps that Reps use them every day.
