Sixty percent of a buyer’s journey happens before a sales professional interacts with a prospect. And nearly as many buyers disengage from the sales process because sales professionals do not present value effectively or are not aligned with the buyer’s challenges.
These are key conclusions of a new study on sales execution trends from Qvidian. The report examines key objectives of sales organizations, the challenges they face meeting them, as well as current conditions, obstacles and investment areas needed to improve sales execution.
The report finds that 90 percent of selling content is never used in selling, rendering sales teams insufficiently agile to meet the complexity of the sale process. Additionally, 59 percent of sales professionals’ time is not spent selling, as they are burdened with other activities, including hunting for the right selling content and resources.