Last July, Accenture released a report called “Connecting the Dots on Sales Performance” which drew some conclusions from a study on that they conducted on sales performance optimization. The top priorities were:
1. Increase sales effectiveness.
2. Increase revenue.
The bottom of the list included increasing renewals, reducing sell cycle time, and optimizing lead generation.
Amazing! Sales effectiveness is at the top of the list.
Sales teams and organizations now generally have the tools (i.e. CRM) to do this, but they are struggling to find ways to actually blend sales methodology and the technology to result in sales effectiveness.