When it comes to selling, there are a lot of challenges in the industry. According to a 2016 report by Accenture and CSO Insights, 55 percent of sales professionals believe that their organization's sales tools make them less productive; and 59 percent of those surveyed said they have too many tools at their disposal.
Accenture and CSO Insights also found in 2014 that middle-of-the-road performance reduces business revenue by 3.2 percent, which could be improved by a multiprong approach of more effective tools, more targeted training and more efficient data and analytics. It also determined that the top 20 percent of sales performers created three-fifths of a business' sales, compared to the remaining 80 percent of the organization's sales professionals producing the rest. Hence, the need to address gaps in performance exists, including sales call reluctance.......
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