Accenture Sales and Channel Services

Are you ready to sell in the age of distraction?

A consequence of living in the digital age is that we're all distracted by too much information, saturating both our personal and our work lives – sales is no exception.

The numbers tell a troubling story

Selling expenses can account for anywhere between 8-20%+ of revenue

YET....

Sales productivity continues to decline from 41% to 36% in just 5 years

Distraction has reduced sellers’ performance by 14%

55% of sales reps think their company's sales tools are an obstacle not a facilitator

→59% say they have too many sales tools

Distraction is damaging talent readiness

58% of sales leaders can’t identify the reps who need extra training

→41% know they need to get better at hiring reps who succeed

1/4 of the salesforce turns over each year up ↑5% since 2015

→6-12 months learning “ramp-up” time

 →15% of territories and customers left uncovered due to sales talent attrition

Distraction is driving customer defection

64% of customers switched at least one of their providers last year

→Cost? $6.3 trillion