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Buyers today are more hyper-educated than ever. Even before approaching a salesperson, they have spent hours researching products and getting a general idea of the solutions available. And though the buyer's role has changed over the years to be more informed, companies have not altered their selling approach.

For a company to be successful, however, its sales approach must evolve.

Qvidian recently released results from our annual research initiative that surveyed hundreds of executives and sales leaders from various industries, markets, and company sizes to assess the changing objectives and challenges facing sales organizations.

We identified three top challenges facing organizations this year.

Challenge 1. Sales Rep Ramp-Up

According to the report, 36% of organizations find "ramping up new sales reps takes too long" as one of the top reasons why their teams are failing to reach their quota goals.

Unlike other roles, sales is one of the only jobs where you hire somebody with the expectation that you'll lose money over the first six months. This results in not only organizations losing money but also in adding pressure to sales leaders.

At the root of this problem is how organizations approach both onboarding and delivering new reps the resources and guidance they need when they need it. The research also indicated that on average, a new sales rep takes 7-9 months to be fully productive.

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image of Christopher Faust

Christopher Faust is the chief marketing officer at Qvidian, a provider of sales execution solutions.

LinkedIn: Christopher Faust