Reducing Sales Cycle Time - Driving Deal Velocity 

Performance frameworks to enable the sales organisation to more effectively manage the consistent demand for growth in a hyper competitive market.

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16 Feb

Written by Adam Thorp

Productivity Trends Impacting the Sales Organisation

Apttus has just released a report highlighting key trends impacting the sales organisation and the emphasis on speed is forcing B2B companies to execute with the same agility of B2C counterparts.

We are already knee-deep in the era of digital business and the world is moving at a faster pace than ever before - and businesses must remain adaptive, agile, and responsive to the shifts in market demands and customer expectations.

These steady changes will begin to have a direct impact on sales, particularly how reps approach deals, how managers outline process and strategy, and especially how customers make buying decisions.

Predictive Analytics, in particular is making a greater impact that others and are a growing priority for leadership. Including:

• Over the next 12-18 months, smart selling fuelled by predictive analytics will increase by 77%.
• 57% of high performing sales teams rely on sales analytics compared to 16% underperforming counterparts.
• 58% of sales organizations plan to increase their use of sales analytics from 2015 to 2016.

The fill report is worth the read and discussion (review here).