Selling high-tech in the age of distractionSales productivity in high-tech is in decline. And giving reps more sales tools, more disconnected data and more time to sell isn’t solving anything. In fact, it’s just adding to the distraction and inefficiencies that get in the way of sales effectiveness.

recognize they need to improve the accuracy of their business forecasts

say they need to fine-tune their assessments of marketing-generated leads

know they must get better at closing deals in forecast time frames.

75% 60% 57%

36%

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59% say they have too many sales tools.

55% think their company's sales tools are an obstacle, not a facilitator...

HIGH-TECH SALES REPS STRUGGLE WITH SURGING VOLUMES OF DATA. HUGE INVESTMENTS IN SALESTOOLS AREN’T HELPING THEM:

Distraction has reduced sellers’ performance by 14%... and sales productivity continues to decline…from 41% to 36% in just 5 years.

SO MANY TOOLS AND DISCONNECTED CUSTOMER INSIGHTS ARE A DISTRACTION:

IT’S A COMPLEX SELLING ENVIRONMENT WITH A GROWING EXPECTATION GAP:

58% can’t identify the sales reps who need extra training

41% know they need to get better at hiring reps who succeed

56% need to improve training for social media selling; almost 20% say it needs a major re-design.

DISTRACTION IS DAMAGING TALENT READINESS…

1Laser focus on outcomes

2Connected insights drivingactions at the frontline

3Sales operating model that translates predictive insights into winning actions

IT’S TIME TO PIVOT YOUR SALES EFFORTSFROM PRODUCTIVITY TO OUTCOMES.

WHAT’S NEEDED?

15% of territories and customers left uncovered due to sales talent attrition and 6-12 months learning “ramp-up” time

…CONTRIBUTING TO HIGH SALES REP ATTRITION...

64% of customers globally switched provider last year due to poor customer service

…AND DRIVING CUSTOMER DEFECTION

41%

1/4 of the sales force turns over each year (5% increase since 2015)

$6.3 trillion

Cost?

Outcome selling cuts through the “noise” of distraction, zeroing in on the insights and actions that drive results.