In today's business world, selling has become more challenging than ever. Buyers are harder to reach, sales performance is down, and buyers' budgets are stagnant. Sales leaders are struggling to meet their goals.
The root of the problem? A lack of productivity. In the past, the solution was to throw more sales reps at the issue and push for more and more activity. However, the best-performing sales teams have shifted their focus towards creating better customer connections through relevance, intelligence, and personalised experiences for prospects.
The Crisis of Disconnection:
The old approach of hiring more reps and increasing activity levels has been disrupted by what HubSpot calls the "crisis of disconnection." It's a situation where a tsunami of unfocused activity and headcount constraints driven by economic slowdown has left sales teams struggling to meet their numbers.
The better way forward is to concentrate on making reps more effective in their interactions and implementing best practices with regard to their productivity.