Sales Revenue Growth for 2014? More of the Same Won’t Deliver Results
- More Sales Reps
- More Training
- More Traditional Content
- New sales reps take a long time to ramp up. CSO Insights reports it now takes 9 months for new sales reps to come up to speed. Worse, according to Forrester, up to 3 years for complex selling like for technology sales reps, medical equipment and many more.
- Each sales rep costs as much as $135,000 in additional costs beyond salary and incentives according to Forrester, including costs for training, CRM, sales enablement, content and leads. The high cost makes it more important than ever to get sales reps effective sooner, and incredible risk if the new hires don’t work out or take longer than expected to ramp-up.
- 65% of marketers indicate that their content marketing strategies and traditional deliverables are ineffective (CMI).
- 90% of the large content investment is not leveraged in the Sales process (IDC), and as a result is not helping sales reps overcome the number one growth issue – communicating value to today’s more frugal / skeptical prospect.