Selling High-Tech in the
Age of Distraction

High-tech sales reps struggle with surging volumes of data. Huge investments in sales tools aren’t helping them:

• 55% think their company's sales tools are an obstacle, not a facilitator...

• …59% say they have too many sales tools.

So many tools and disconnected customer insights are a distraction:

• Distraction has reduced sellers’ performance by 14%...AND….

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

It’s a complex selling environment with a growing expectation gap:

• 75% recognize they need to improve the accuracy of their business forecasts

• 60% say they need to fine-tune their assessments of marketing-generated leads

• 57% know they must get better at closing deals in forecast time frames.

Distraction is damaging talent readiness…

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

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

• 56% need to improve training for social media selling; almost 20% say it needs a major re-design.

…contributing to high sales rep attrition...

• 1/4 of the sales force turns over each year (5% increase since 2015)

• 15% of territories and customers left uncovered due to sales talent attrition and 6-12 months learning “ramp-up” time

…and driving customer defection

• 64% of customers globally switched provider last year due to poor customer service.

Cost? $6.3 trillion

It’s time to pivot your sales efforts from productivity to outcomes. 

What’s needed?

1. Laser focus on outcomes
2. Connected insights driving actions at the frontline
3. Sales operating model that translates predictive insights into winning actions