Over the past few years, we have witnessed huge investment in new sales technology solutions and sales process tools. However, that investment does not guarantee an appropriate return in terms of increased and improved sales performance.
In fact, the results from Sandler Research Center’s inaugural survey confirmed the following …
Whilst 73% of respondents said that they have a formal sales process in place, only 50% said that it has been fully implemented and only 37% reported that the sales team follows that process.
53% told us that they have not received an appropriate return on the investment they have made in sales technology and most alarmingly, only 38% said that their organization was “More Effective” or “A Lot More Effective” as a result of sales technology implementation.
And yet, spend on sales technology solutions is predicted to be worth $50Bn in 2020 – will it be money well spent?