Twenty-nine percent of companies expect to expand their sales organizations between 10%-30% in the coming year, with over 6% expecting to grow a whopping 30%, this according to the Sales Execution Trends study of 200 worldwide sales leaders by our partner Qvidian.
The challenge with adding sales reps is that they require a large investment; with each salesperson costing $135,000 a year in sales support costs alone, and most importantly, take a long time to become effective, increasing the investment risk.
The New Salesperson and the Value Gap
- 10% of sales reps are perceived as value-focused by prospects, according to research by Scott Santucci and Forrester’s Sales Enablement Practice.
- Over 60% of buyers are disengaging with sales teams because the sales reps didn't present value or really understand the buyers' business challenges (Qvidian).
Minding the Value Gap
The right Value Messaging needs to include: