As companies devote more time and resources to developing tailored content to meet the needs of the modern buyer, sales productivity has gone into a paradoxical decline. Sales teams are struggling to access the right information at the right time and content retrieval has turned into a nightmare to the extent that 90% of marketing content now goes unused.
Docurated recently released an infographic to highlight the state of sales productivity. The research is taken from a survey of 143 Sales Executives. One of the goals of the graphic is to create greater awareness around the challenges facing sales teams and the resulting inefficiency and sub-optimal effectiveness that arise around content usage, on-boarding, and value selling. The results demonstrate a clear need for a greater sense of urgency around the problem of sales productivity, while also giving organizations the information they need to quickly take action.
Highlights of the research include:
"¢ Accelerating new sales is the #1 priority for sales execs
"¢ High quality content and speed are key drivers to winning new customers
"¢ Finding content is a challenge for sales reps
"¢ Sales teams are managing massive volumes of content
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