'Sales heroics' won't save you: How to build scalable, repeatable systems instead

"One of the top problems affecting sales reps today isn't a lack of speed; it's the fragmentation of their tools and information. Groeschel noted that the intense pressure for deep personalization and value-add engagement forces reps to consult numerous systems for a single customer view, often navigating ten or more different platforms."

"These disconnected systems compel sales reps to spend valuable time manually searching for information and trying to gain context from disparate sources, such as Slack, Salesforce, Google Docs, and Gong notes. This creates a significant time tax that pulls from high-value activities. Grettler said, "Single system-itis used to be something that was actually worse. Now it's business sprawl. There are tools and data everywhere. And we need ways to not only know where that data is, but a way to connect that and actually be able to use it efficiently.""

"While traditional metrics, such as pipeline growth and deal velocity, are still important, many businesses are now focusing on rep effectiveness. This pivot to rep effectiveness is a strategic response to a market that no longer rewards speed over substance. The modern buyer's demand for deeper personalization necessitates a new approach to measuring what truly matters. As Groeschel puts it, the focus must be on impact."

Sales reps face tool and information fragmentation that undermines productivity. Intense demands for deep personalization and value-added engagement force reps to consult ten or more platforms to assemble a single customer view. Disconnected systems require manual searches across Slack, Salesforce, Google Docs, and call notes, creating a significant time tax that diverts effort from high-value selling activities. Business tool sprawl multiplies data locations and complicates access and usage. Traditional metrics like pipeline growth and deal velocity remain relevant, but organizations are shifting to measure rep effectiveness and real impact. The modern buyer requires deeper personalization, so measurement must prioritize substantive engagement over raw speed.

Read at ZDNET