Chief sales officers (CSOs) have spent billions on tools to improve sales performance. Yet, sales productivity has declined over the past five years. We believe an inability to focus is largely to blame.
Sales agents, sales leaders and customers now contend with different and growing sources of distraction. Too much information, too many choices, competing sales imperatives, and too many tools, processes and policies are taking their toll.
By applying actionable insights and Outcome Selling techniques, CSOs can help cut through the noise and, in the process, shape sellers’ behaviors, as well as the outcomes customers demand and deserve.