Selling business-to-business is time consuming and effort laden. It’s increasingly taking more time and more effort. String together the findings of several industry studies and it becomes clear that something isn’t working. As noted in our just released whitepaper:
- win rates are declining
- sales reps are working harder
- ramp times for new hires are increasing
- over 50% of all Reps aren’t making quota
- sales forecast reliability is at an all time low
- more effort’s required than ever before to get buying decisions
- involuntary turnover rates for Sales Reps in the US are at an all time high
Little wonder sales productivity is now the top issue for CEOs. In response, companies are asking Reps to work even harder (by raising their sales quotas). Trying harder at something that’s not working is highly unlikely to produce better results. Perhaps its time for a more intelligent approach to the problem.
