Sales organizations have a big issue and it’s hiding in plain sight: their sales tools. Despite massive investments in implementing these platforms ― from customer databases to enterprise solutions — sales teams are growing frustrated with using them. What’s going on?
One factor at play is that the tools are procured by the C-suite with little input from the sales team. And once implemented, they are not customized to fit the organization’s sales strategy. In fact, a global Accenture Digital study of more than 800 sales reps and executives revealed significant priority gaps among chief sales officers and the teams on the ground, as well as a move away from the transactional selling and toward personalized interactions.
We take a closer look at the top issues sales teams have with their tools.