According to a recent Harvard Business Review Research Report,
B2B sales is becoming a tougher job because of declines in:
- the % of leads agreeing to meetings
- the % of meetings progressing to presentations
- the % of presentations converting to sales
- the ratios of sales support staff to Sales Reps
“It now takes many more leads, (more time), and much more work to win the same amount of business.” Sales tools, as a result, increasingly focus on process and sales effectiveness. These are important, but insufficient, improvements.
Consider how Reps sell. They often call prospects who aren’t ready for (or interested in) a callback. This guesswork is effort laden and time consuming.
When this guesswork is systematically eliminated, sales productivity improves. It sets a higher performance focus of helping Reps do the:
- right things
- the right way
- right away
- with the right people.
It helps Reps create significantly more value with their prospects who are most interested. The rewards from innovations which enable such a focus can be significant.