CloudShare, the leading software experience platform, has revealed insights from some of the leading influencers in the sales enablement industry. The panel, who came together during a virtual roundtable, discussed the current state of SaaS sales in a bold new (post-COVID-19) world, with a challenging economic backdrop.
The panel also discussed recent research revealing that sales reps only have around 5% of a B2B customer’s time during the entire buying journey. In today’s highly competitive digital landscape, salespeople must capitalize on this brief window of opportunity, yet, an astounding 82% of B2B decision-makers think sales reps are unprepared to make a sale.
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See here a summary of some of the most pertinent insights from the roundtable, and tips for SaaS sales teams:
Training the sales team should be a business priority
Mario M. Martinez Jr., CEO of Vengreso thinks that management needs to rethink traditional methods of sales training. “Three-day intensive training sessions typically don’t make a meaningful difference in a salesperson’s day-to-day processes. Instead, training needs to embody the spacing effect by spreading out learning over 30, 60, or 90 days. This technique will improve retention and allow staff to use new information and technologies immediately.”
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