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Fullscope Blog

A real-world look at digital transformation.

Sales Leader Challenges and Saving Your Team Time

By Pat Lee | November 28, 2018

As a sales leader, your number one priority and most important responsibility is to help your team achieve (if not exceed) their quota. 

However, in today’s increasingly competitive market, most sales leaders find themselves “flying blind” with inaccurate forecasts and poor visibility into the sales pipeline. Sellers get lulled into a vicious cycle of over promising and under delivering. In turn, you end up spending an inordinate amount of time tracking and monitoring your sales team preventing you from focusing on what truly matters – the customer. 

Smarter customers

Customers are far savvier in this digital age than in prior years.  In fact, a recent Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed on average, nearly 60% of a typical purchasing decision – researching solutions, ranking opinions, setting requirements, benchmarking pricing, and so on – before even having a conversation with a supplier.  Increasingly sophisticated procurement teams and purchasing consultants are armed with troves of data, and companies can readily define solutions for themselves.

Sales challenges

It’s becoming much harder to identify prospects that have a need and get to them early on in their buying cycle. Sales pros need to devote more time to finding prospects in the beginning stage of the buyer’s journey to help them identify needs and shape those needs to their solutions. Enabling your team to spend more time on customer-facing activities in addition to prospecting, research, and account planning is a winning formula that cannot be disputed.

Give your team more time

So how do you free up time and relieve the heavy lift of looking for resources and documents, sending email, wading through the approval chain, and making sure all members of the team are on the same page?

A research study by McKinsey has shown that innovative business collaboration techniques can improve your company’s productivity by 20 – 30%.  Another study by McKinsey goes on to say that “employees could save 30 percent of the time spent reading and answering messages if they used accessible, searchable social technologies instead of one-to-one communications technologies such as e-mail” – and this is just the tip of the iceberg.

The power of collaboration is the key for a sales leader to achieve their goals. Not only will you shorten the length of your sales cycle, but you will improve your team’s overall productivity by giving them back valuable selling time.  Download this guide for more.

3 Steps to Make Your Sales Team More Productive with Collaboration

About Pat Lee

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