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The Five Drivers of the Successful Modern Sales Force

White Paper Published By: Oracle
Published:  Oct 07, 2015
Type:  White Paper
Length:  7 pages

Everyone knows the infamous “57%” figure—that today’s B2B customers get 57 percent of the way along the buying process before they engage with a salesperson. It’s common knowledge that customers are using the internet for researching purchases; browsing vendor content, asking peers for advice, and paying close attention to ratings and reviews.

And every Sales VP knows their sales organization has to change to keep up. That change means moving from a traditional “go-to-market” model, in which reps are primed to sell product according to their own agenda, to what Forrester Research calls a “go-to-customer” model, in which sales teams are capable of understanding customers’ real needs—and providing valuable advice and insight to help them succeed.

But what should Sales VPs be doing to change the culture and tactics of the sales team? This short guide looks at five drivers of the successful modern sales force—from working more collaboratively across the organization, to making smarter use of data and analytics.

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