While firms continue to spend billions of dollars in sales stack technologies to improve rep decision-making and productivity, very few dollars hit their mark. According to the Garner Group and Accenture’s Sales Performance Optimization Study, as much as 85% of all deployed sales tools failed to improve sales performance. Today sale leaders and reps are inundated with a variety of technologies to make sales leaders and reps smarter. Yet according to a recent study by CSO Insights, we continue to see sales quota attainment decline for the fifth straight year. Why isn’t sales technology improving rep performance and making reps more successful?
The answer to the question is probably not as difficult as you think. First, lets exam why adopting sales technology tools often fail to make sales leaders and reps more effective and quota killers.
Over the years we have seen many successful implementations of a sales technology that actually improves sales leaders and rep performance. Let’s examine how sales organizations implement sales technology tools that successfully improve sales performance.