CHELMSFORD, Mass.--(BUSINESS WIRE)--Qvidian, the innovator in sales execution solutions, today released the findings from its annual Sales Execution Trends report – a comprehensive study of the changing objectives and challenges facing sales leaders and sales organizations. Surveying hundreds of leaders around the world from various industries, markets, and company sizes, the report examines how organizations are looking beyond sales enablement to empowering the sales force with strategic end-to-end sales execution.
Most organizations are making the move from prudent to aggressive growth this year. Challenges such as new sales rep ramp up and disconnected sales systems remain contributors that hinder top line growth. At the same time, as buyers are presented with more choices in an increasingly complicated and ever-changing business environment, sales teams continue to struggle with effectively communicating value and personalizing selling process for buyers.
“Increasing complexity in both the selling & buying landscape, coupled with difficulties in aligning to buyer needs, leads to broken sales processes and stalled deals for most organizations,” said Christopher Faust, Chief Marketing Officer of Qvidian. “Sales leaders must have more laser focus on making their teams successful by looking beyond tactical sales enablement to address strategic sales execution challenges. Key to this is linking existing investments by bridging them in the selling process to drive sales behavior.”
Regardless of company size, only 3% of organizations surveyed are ramping up new reps as fast as they want to. Moreover, year after year, 50% of sales reps fail to meet quota, and of sales organizations not reaching quota attainment, the number one area in need of improvement is better understanding the customer buying process (46%). A lack of interconnected systems may be exacerbating the problem, with over 70% of organizations reporting that the tools or systems their sales reps use in the sales process are only slightly connected. A shocking 22% report their systems are not at all connected.
The study reveals that sales obstacles such as rep ramp up, a poorly tailored buying processes, and disconnected systems with limited analytics are impeding sales leaders from achieving their goal of winning more business and achieving aggressive growth. Whether its scaling to meet new objectives by adding sales headcount with the need to improve how organizations onboard and ramp up new sales reps, to how sales teams better align with buyers and deliver an exceptional customer experience, executive management and sales leaders are recognizing the need to instigate transformation and reinvent success by making their teams more agile.
The complete Sales Execution Trends report can be downloaded at Qvidian’s website: http://info.qvidian.com/2015-Sales-Execution-Trends.html
To learn more about Qvidian and see how innovative organizations are achieving sales execution success, visit - www.qvidian.com
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About Qvidian
Qvidian provides cloud-based sales execution
solutions that enable companies to accelerate sales ramp up time,
capture new business, and optimize sales performance by closing the gap
between strategy and sales execution. The company’s innovative software
and advisory services offer real-time insight to ensure sales teams do
what’s needed to win, by driving repeatable methodologies and making the
sales organization more agile. With over 1,200 global customers
including Dell (NASDAQ:DELL), Citi (NYSE:C), ADP (NASDAQ:ADP), CA
(NASDAQ:CA), and Splunk (NASDAQ:SPLK), Qvidian is helping organizations
significantly increase their profitable revenues while eliminating waste
and reducing costs. For more information, visit www.qvidian.com
or call 1-800-272-0047 or +44 (0) 870-734-7778.
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