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.
Take the first step (it's free).
You may also like:
- How to Make an Effective Testimonial Video: A Step-by-Step Guide
- How to Optimize Your LinkedIn Profile for Inbound Sales Inquiries: Get Found by Buyers
- What's Your Post-Tradeshow Plan? Six Tips for a Successful Follow-Up Campaign
- Six Things Stalling Your Account-Based Marketing Strategy, and How to Fix Them
- Lead Management for ABM Is Not What You Think It Is: Six Key Differences