Sales as a profession is my passion, and as a company we are relentless at leading the evolution of sales. Right now, sales is at a crossroads. Buyer behavior has changed and largely sales teams are not keeping up.
The three big challenges sales execs tell us they are facing are:
1. The need to increase revenue (and certainly keep it from decreasing)
2. The need to improve deal win rates
3. The need to shorten the sales cycle.
What’s interesting is that these three items have been a problem for most sales organizations for some time now. I wrote in an earlier post that CRM won’t solve a companies revenue problem, although increasing revenue using a CRM system was a promise made and not kept by many vendors in this space. Technology doesn’t matter much if you continue to use an outdated approach when getting your prospect on the phone or meeting face-to-face.
Currently, there are five gaps in the way that most salespeople are approaching the sales process that I think need to be addressed and fast. They are:
Via Anita Windisman, Brian Remington