Salespeople increasingly time poor as they seek to satisfy buyers

21st September 2018 |   Journal Of Sales Transformation

Salespeople are having to work even harder to satisfy buyers across a whole range of metrics. The third edition of the State of Sales report from Salesforce.com’s research arm found that 72% of buyers expect vendors to personalise engagement to their needs, while 79% say It’s easier than ever to take their business elsewhere.

Today, customer satisfaction (CSAT) is the primary measure of sales success, according to responses from 2,908 full-time sales professionals. However, additional metrics are on the rise with measurement of Net Promoter Score (NPS) expected to increase by 118% over the next two years. Measurement of pipeline accuracy and customer lifetime value [subscribe-panel]