Few leaders would dispute the fact that sales teams must evolve and are investing in sales technology and training. The trouble is that these investments are't always paying off because driving sales growth requires fundamentally different ways of working.
We can not agree more with this article of McKinsey. Read the full article here.
In this article, the authors list four ways digital and analytics drive successful change among sales teams, boosting the ROI of their sales investments:
Provide insights that sales reps trust, understand and need to sell better
Use digital to enable what matters for each sales rep and to embed this in routines
Use data to prioritize and personalize capability building
Communicate, communicate, communicate
Read the full article here.