Misalignment With Buyer Is Leading Cause for Poor Sales Close Rates, According to SAVO Survey
(firmenpresse) - CHICAGO, IL -- (Marketwired) -- 04/10/13 -- According to a recent survey by the , the market leader in Sales Enablement, 62 percent of respondents noted misalignment with the buyer is the greatest challenge affecting sales reps' close rates. In addition, 69 percent also believe that their executive leadership team needs improvement when aligning to buyers. These results are from a live poll of 136 participants conducted during the first installment of SAVO's new webinar series, "."
"According to common lore, more than 50 percent of prospects have already made a decision before they even hear from your sellers," said Chuck Dulde, VP of Customer Value and Thought Leadership. "Companies clearly need to educate prospects earlier in the process and while they can't predict the buyer's sales process, a strategic sales enablement program can aid sellers to handle the obstacles and unexpected to achieve greater close rates."
The SAVO poll also revealed that 62 percent of businesses are experiencing misalignment between their executive leadership team and their sales teams when attempting to execute on revenue attainment goals.
"It is of the utmost importance that field sales activity reflects the intentions and strategies of the executive team," said Dulde. "Implementing a tailored sales enablement program that aligns sales tools and methodologies, as well as reflects the buying behaviors of its prospects, will prevent costly misalignment amongst executive teams, the sellers and the buyers."
With more than 15,000 data points, SAVO has worked with hundreds of world-class organizations on closing the gap between a company's strategic initiatives and the necessary sales execution required to meet revenue attainment goals.
SAVO will host its second "SMARTER(at)" webinar, "" on April 16, 2013. .
Founded in 1999, SAVO is a leading provider of sales enablement solutions. SAVO's on-demand sales enablement platform maximizes the sales team's ability to communicate value and differentiation in clear, consistent and compelling ways. Combining proven sales and marketing best practices with award-winning technology, SAVO addresses all aspects of the sales enablement challenge -- spanning people, process, insight and technology. For more information, visit or follow us on , or .
For more information please contact:
Michelle Genser
312-506-1783
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Datum: 10.04.2013 - 15:55 Uhr
Sprache: Deutsch
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