Sales Disablement

Uncategorized Nov 22, 2019

We've gone from CRMs to Sales Automation and now Sales Enablement which is comprised of Tech Stacks, Social Ecosystems, Acceleration Platforms, Revenue Intelligence Machines, and even (insert favorite phrase here). 

I'm just wondering, 

  • With all this technology why is it that salespeople still have about a 50/50 chance of achieving or exceeding their quota?
  • Why is it with all this technology, executives still say that over 75% of all presentations by salespeople provided no added value?
  • With all this technology, why are salespeople only spending approximately one-third of their time on actual sales-related activities?

At times, it seems to me, that the more we engage with (depend on) technology, the less we engage (connect) with clients.  

When does sales enablement becoming sales disablement?  

VA

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