In a study commissioned by Salesloft, Censuswide set out to discover whether current sales technology is helping or hindering the sales process. We asked sales leaders and sales operations personnel in France, Germany, and the UK for their perspective on how sales tech can be improved.
The results reveal three roadblocks to better sales:
- A CRM crisis creating sales process inefficiencies and harming platform adoption
- Difficulties delivering onboarding and training, prompting an exodus of talent
- Disparate, siloed software solutions obscuring pipeline visibility and reporting
Organisations that lack full visibility of their sales pipeline also struggle to take the best approach to engaging prospects, hampered by limited channel usage and proficiency.
If each of these barriers can be overcome, productivity amongst sales teams would be propelled and far better results achieved.
About the Survey
On behalf of Salesloft, independent research consultancy Censuswide surveyed 600+ Chief Revenue Officers, Sales VPs and Directors, Chief Operating Officers and Sales Operations personnel in the UK, France and Germany. The research was conducted online in June 2021.
Censuswide abides by and employs members of the Market Research Society, which is based on the ESOMAR principles.
NB Figures are rounded to the nearest whole number throughout the report.