Sales Prospecting Is Becoming Increasingly Difficult
In our sales report, sales reps admitted that prospecting becomes more difficult as time goes on. This result shouldn't surprise us if we consider that the way consumers buy has changed. In the age of the consumer, sales reps must pay attention to customers who buy through social media, directly from their mobile device) and those who research products on their own. Put another way: they must leave behind the stereotype of the aggressive sales rep to become trusted advisors to their customers.
Sales Reps Are Losing Valuable Time
While technological advances have created new tools to improve sales results, reps in this area lose a lot of time on activities that don't directly generate new deals. Our sales data suggests that 57% of respondents spend up to an hour a day logging data. Others indicated that they need a system for scoring sales opportunities to make sure they only work on the accounts most likely to convert. Consumer buying habits are evolving rapidly, so sales teams can only be effective if they have the right technologies, training, and processes.
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