According to Accenture analysis of the 2012 Sales Performance Optimization Study, in the last three years, between 36 to 47 percent of sales representatives have failed to reach their annual sales quota numbers. To boost sales effectiveness, Accenture asserts that CSOs have to look deeper to fix a fundamental disconnect between where they see issues in their sales organizations, how they are choosing to invest, and what results, or lack thereof, they are realizing from their choices. The study data clearly shows that CSOs are missing an opportunity to address their organization’s underlying sales effectiveness issues.
Sales isn’t about selling – it’s about helping your customers thrive. Sales process is a human activity requiring connection. Creating an agile, collaborative and connected culture within your sales organization is imperative for its success. It will enable to maintain high level of engagement and a mindset that allows sales reps to understand prospects’ unique needs, treat them as important, build rapport and avoid multiple pitfalls along the way.
Expect to see realization of full potential of your sales force – meeting and exceeding close ratios and getting thank you letters from your customers. Outpace market growth, fend off aggressive competition and grow revenues.