Digital is completely reshaping customer engagement. It’s also redefining sales organizations as they strive to fuel the growth engine by delivering an engaging experience, whenever and wherever the customer needs it, fulfilling the omni-channel promise.
In most organizations today there is no shortage of tools available to assist sales representatives (sales reps) in their day-to-day performance and a large majority has deployed tools across the entire sales process. However, key metrics from the Global CSO Insights: 2015 Sales Performance Optimization Study show that the number of sales reps making the quota is falling and confidence in achieving targets is low, at 60. Therefore, despite companies' broad investment in sales tools and automation, all indications are that the return on investment from these tools is falling short.