03 Mar Three Questions to Help You Determine Your Need for Enterprise Sales Support
The dynamics of B2B sales interactions are rapidly changing and evolving. Now, more so than ever, sales leaders and their teams need to be agile and alert to spot trends and prepare for change. Sales Pass, a proprietary sales productivity solution developed by Sales Beacon to support complex sales engagements, can help.
Three Questions to Ask Yourself
Sales Pass can help your business now if you answer “YES” to these three questions:
- Do you have lengthy sales cycles?
A three-month research project conducted by Aberdeen Group in 2015 “lengthening of sales cycles” as the foremost concern of sales leaders – by a 41% margin over all other pressures! The survey asked 322 end-user organizations about their sales-effectiveness best practices. It also revealed, on average, the sales cycle for best-in-class organizations was 16% shorter than those of under-performing companies. What, exactly, is impacting sales cycles? Sales reps spending time on activities other than selling. The 2015 report, Docurated State of Sales Productivity, found sales reps spend only 39% of their time selling.
Sales organizations operate in a fast-paced environment. To stay ahead of competitors and maximize opportunities shorter, streamlined sales cycles are necessary. A shorter sales cycle means more revenue, motivated sales reps, less friction in the sales process and overall increased productivity.
- Do you want empowered sales people?
The new kind of informed-and-knowledgeable buyer demands customized support and undivided attention at all stages of engagement. Nancy Bleeke, a noted Sales Enablement expert and the President and Chief Sales Officer at Sales Pro Insider, said one of the biggest challenges for sellers in 2016 was ”staying relevant to meet buyers where they are at in THEIR buying process to give them what they need during the sales process so they can make a decision efficiently.” To meet this end, it is important to equip and empower sales teams with the means to support their buyers’ needs at all stages of engagement.
The Sales Acceleration Technology Market Size Study conducted by InsideSales in 2013 that the expenditure on Sales PaaS technology by North American companies was US$12.8 billion in 2013. It is expected to increase to US$30 billion by 2017. Another report, by Forbes Insights, indicated that top-performing companies invest in technology to drive sales at a higher rate than underperforming companies. The report was based on a 2015 survey, conducted by Forbes Insights in association with BrainShark, of 216 top executives from sales organizations with headquarters in the US. It also suggested that high investments have paid off – inside sales teams that spend slightly more on sales technology took 69 days to close a deal as opposed to 144 days by the outside sales team that invested less.
- Are you wasting time on non-selling activities?
Matt Heinz, President of Heinz Marketing Inc. and recipient of Top 50 Sales & Marketing
Influencer award for three consecutive years, identified focus on improving sales productivity and active selling time as the two key trends, as well as challenges, for 2016. The fact that sales reps spend more time on other activities than on selling has an impact not just on sales numbers but also on customer interactions. Not having enough customer face-time or customer support at every stage of engagement impacts how quickly deals close.
According to the results of a survey, conducted by CEB of more than 1,000 B2B sellers, 70.2% of sellers classified their job as “moderately to highly complex.” What makes their jobs so complex and, more importantly, what can be done to resolve it? Docurated’s report hints to the answer. Sales people spend 60% of their time in creating or finding content and on administrative tasks such as arranging meetings and creating notes.
It makes sense that the solution lies in making sales professionals more efficient by identifying time-wasting, non-selling activities and offloading them to support staff. Sales Pass can help shorten the sales cycle, help empower sales people and help sales people stop wasting time on non-selling activities.