March 30, 2015
The latest report from Seismic, a developer of sales productivity software, recently released its Sales Enablement Industry Report and Survey.
The survey shows that sales teams waste a lot of time completing tasks that are not part of the active selling process. Instead of engaging with clients, they spend a lot of time on administrative and secondary presentation tasks. For example, the report shows that sales reps, on average, spend 20 percent of their time creating and assembling presentation materials. It also shows that they only spend 23 percent of their time selling goods and services to clients.
Considering that active sales is the most important part of the process, the report suggest that there is a need for software that can better handle administrative tasks. By spending less time organizing materials, reps can focus more on their clients. Seismic Founder and CEO Doug Winter commented in the report's accompanying news release that his company's software is able to help sales reps in exactly that manner.
“In today's fast-moving, mobile-first world, sales and marketing teams need an effective and efficient way to manage, create and deliver content wherever they are,” Winter said. “Our customers are at the forefront of the sales enablement market having deployed an end-to-end sales enablement solution that allows them to shorten sales cycles, improve win rates, and increase customer satisfaction by consistently delivering the right content to the right person at the right time.”
The problem that appears to surround sales materials is that they are always out of date. Once used to impress a client, materials that contain time-sensitive information must be altered to reflect the current date. New research from companies like Seismic and other influential market researchers are necessary to show why a product or service can benefit a client, so consequently, sales reps put a lot of care (and time) into updating their materials. Seismic cites its own research when it says that 62 percent of the companies it surveyed find it difficult to keep their materials up to date. At the same time, at least 69 percent of the companies it surveyed said it was important for them to keep their content current and their information timely.
Overall, Seismic builds the case for sales enablement software that can help make sales materials more effective and update them in less time than completing that same task without the aid of such software. TMC (News - Alert) notes that choosing the right sales enablement software can be a daunting task because of the number of options in the market. Most important to the process, it notes, is paying attention to how a piece of software handles analytics. Many products can gather large portions of data, but not all of them produce effective reports that show useful information in an intuitive way.
Winter also said in his statement that the market for this type of software is valued at $600 million in growth for the next five years. With that sort of potential, there are bound to be a lot of products on the market. With variety can come pitfalls, so it is wise for companies to spend time making the correct choice.
Edited by Dominick Sorrentino