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.