Sales organizations keep bringing in more and more sales tools but sales productivity is actually flat to declining according to recent studies. What’s going on?
The answer is actually pretty simple: Sales tools are selected by management for managers – usually without thinking of the impact on the daily life of your reps. So, you give your reps the shiny new tool, and the reps think “Great, one more thing to waste my time. Why can’t I just spend my time selling. That’s what I’m being paid to do!”
It’s no wonder that the data in a typical CRM is not much better than a heap of trash. There’s nothing in it for the reps. Nothing to make their ability to sell easier, faster, or simpler.
If we want to improve sales productivity, we need to put a fresh set of eyes on the problem because it’s clear that focusing solely on the needs of sales managers is not actually solving the problem. We need to think from the “front line” back. What can we put in the hands of our reps to make them sell better? Because, what’s good for reps, is good for their managers.