According to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota.
August 22, 2023
Kate Ili/Stocksy
Technology has long been used to boost seller productivity, but sales leaders are telling us that efficiency gains have become slower and more expensive. This is because technology intended to help sell frequently makes the salesperson’s job more cumbersome. Sales organizations’ tendency to run most tasks through the sales rep requires an increasing number of complex systems to support.
In an effort to help salespeople meet ever-changing customer needs, sales leaders have spent years driving a “just one more” strategy — asking sellers to learn one more skill, master one more technology, or adopt one more tool in the hopes of closing just one more deal.
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GT George Tobias is a VP, Team Manager in the Gartner Sales Practicefocused on leading research teams to address critical challenges faced by sales leaders.
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CR Craig Riley is the Chief of Research for the Gartner Sales Practicefocusing on delivering insights that enable sales leaders to take decisive actions to overcome commercial challenges in ways that lead to revenue growth.
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CG Colleen Giblin is a Principal, Research in the Gartner Sales Practicefocusing on developing and communicating provocative, practical insights that reflect and address Sales Leaders’ most critical priorities.
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