How to make sales truly digital
April 19, 2021
April 19, 2021
Many industrial companies know what customers want but struggle to deliver a highly digital sales experience. To better understand the barriers companies face and how the most successful surmount them, Accenture surveyed 500 industrial sales and marketing executives globally. Results reveal respondents are aware of the potential margin benefits and efficiencies from digital (or online) engagement and automation. Yet few have pursued them.
How can industrial companies jumpstart the sales transformation process?
29%
of total B2B sales will come from online sales by 2025.
~90%
of industrial customers see clear benefits in digitizing B2B sales processes.
PRESS RELEASE: “While the pandemic served as a digital wake-up call for most sectors, industrial companies seem to have missed the message,” said Thomas Rinn, who leads Accenture’s Industrial industry group globally. Read the full press release.
Our survey examined five capabilities that drive sales transformation. We assessed survey respondents against these cutting-edge sales capabilities to understand their maturity in providing a seamless digital sales experience.
Leaders are farthest along in the sales transformation journey but still need to continue their efforts to develop digital sales capabilities. Strivers struggle to transform the sales organization boldly and quickly, while Laggards face significant internal obstacles to making progress.
About the Authors
Take five minutes and answer a few questions to find out your organization’s strengths and weaknesses on the path to digital sales.
Leading Industrial companies are focusing on these five key capabilities to transform their sales at speed.
The path to creating digital sales is individual to each company, determined by your company’s strengths and weaknesses. As a first step on this journey, assess the maturity of your company’s capabilities and where you need to start. Don’t wait—ignite “high-voltage“ digital sales at your company, now.