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Leaders are 50% more likely to focus on improving margins and reducing discounting.
Agile Sellers strategically align working sales spend—the costs CSOs control and influence—with an intense focus on ROI to power profitable growth.
Fewer than 10% report sales methodology adoption.
Agile Sellers architect the selling experience to serve the Nonstop Customer, embracing digital and the cloud as catalysts for change, and evolving operations to be the “insight engine” for sales.
Attrition has increased, especially among thebetter performers.
Nonstop Customers are 58% through the buying process by the time of the first sales call. 63% of companies don't
have a common definition across the organization of “qualified leads”.
Service is core to the sale, but Sales & Service are disconnected.
Price for profit and make it stick
Price & ProfitOptimization
Move the "frozen middle"
Enablementof Sales Talent
Embrace digital channels
Digital Selling
Reported effectiveness has declined leaving a large proportion of sales reps in the “frozen middle”.
Contact Jason Angelos Managing Director Accenture StrategySales & Customer [email protected]
Join the conversationFollow us on Twitter@E2ECustExp
© 2014 Accenture. All Rights Reserved.
Sources:2014 CSO Insights Sales Performance Optimization Study.2013 CSO Insights Sales Compensation and Performance Management Benchmark Survey.
Agile Sellers crush the silos that slow sales, embrace the evolving role of retail and channel partners, and reorient the front office around the Nonstop Customer.
Agile Sellers apply science to uncover the DNA of high-performing sellers, apply those insights to the sales coverage model, roles, and enablement, and move the “frozen middle”.
Agile Sellers invest in price strategy adoption and deal-level governance, monitoring outcomes to boost profit.
Only 1/3 of companies actually track and analyze sales spend ROI.
Visibility and ability to measure performance is high (68%).
44% report their sales managers need improvement in implementing clear, effective pricing strategies.
Hiring processes lack needed rigor: 59% plan to add to their sales force, but 44% struggle with doing that well.
Only half of companies use a formal sales process. Fewer than 50% of firms
have broadly adopted their CRM technology.
Reps spend only 1/3 of their time selling.
www.accenture.com/salesspeed
To fix broken sales models and drive profitable growth, Accenture recommends Agile Sales.
Must-dos to power profitable growth at speed
SpendOptimization
Put your moneywhere it matters
Execution& OperationsExcellence
Deliver a distinct seller experience
Fewer than half of companies report using sales analytics/big data to better understand customers’ needs or identify sales opportunities.
