Want Your Sales Team to Crush Quota? Remove Information Overload.
Recently, CEB posted about a little-discussed correlation in selling organizations—the more burdened a sales team, (in terms of content, disparate tools, complex internal processes)—the lower their sales conversion rate.
As it turns out, more isn’t always more. According to research, the more we overload sales teams with content, tools, and processes, the worse they have a tendency to perform. CEB reports that 62% of perceived seller burden can be attributed to overly complex internal processes and procedures. In other words, the majority of sellers attribute their job frustrations to their own sales (and marketing) organizations.
Odds are, I don’t have to sell you on this correlation. We ask today’s sales reps to do a lot, and by weighing them down with more, more, more, we restrict them from delivering more of what they really need: sales.Continue reading article ›