How many salespeople understand their customers' business challenges and how to solve them? More than half? Less than half? Would you believe that only one out of ten do (13% to be exact)?
True! But it's not hard to believe this statistic considering that nearly half (45%) of salespeople feel ill-prepared for meeting with a prospect. And to make matters worse, well over half (65%) of a salesperson's time is spent not selling.
These unfortunate situations often occur when sales teams do not have, or do not properly use sales technologies. Or maybe they do not have, or cannot effectively use business intelligence that often lies hidden in outdated company spreadsheets.
Notwithstanding these grim statistics, sales teams can rise above these dire situations and sell more effectively, make more sales calls per day or trip, and with a lower cost per call. The solution is CRM (Customer Relationship Management) and CRM add-ons.
For this technology to be most productive, the installation and training must be endorsed at the top: C-level executives, sales managers, and marketing managers.
Here's a quick look at how CRM and CRM add-ons can solve these three common selling problems: