"Business leaders are discovering that the traditional playbook for sales productivity is failing, and businesses need to shift their focus from raw output to genuine effectiveness. Also: Is AI a career killer? Not if you have these skills, McKinsey research shows To understand this evolution, SpiceWorks' Head Brand Ambassador, Jeff Gretler, and Maria Groeschel, Global Head of Commercial Strategy and Operations at Dropbox, discussed the rising challenges and needs for innovation in sales today in a 30-minute Executive 1-on-1 video for SpiceWorks."
"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."
Traditional sales productivity metrics and playbooks are losing effectiveness as buyers demand deeper personalization and value. Sales reps face tool and information fragmentation that forces them to consult many platforms for a single customer view, creating a time tax that pulls them away from high-value selling activities. Companies are pivoting to measure rep effectiveness rather than only pipeline growth or deal velocity. Business sprawl has distributed tools and data widely, creating a need for ways to locate, connect, and efficiently use dispersed data to support personalized, value-driven engagement.
Read at ZDNET
Unable to calculate read time
Collection
[
|
...
]