Believe it or not, the average tenure of an inside sales manager is just 18 months. It’s a staggeringly low timeframe considering that Forrester estimates that CMOs – who once had the least job stability in SaaS – stay in their jobs for five years.
That began a quest to find out what challenges sales leaders are facing. RingDNA recently asked sales leaders one simple question:
What emerging trends are actually threatening sales success?
The answers were strikingly uniform. Here’s a look at some of the big ones, and you can access the rest in RingDNA’s free ebook.
1. Difficulty hiring
With venture capital annual investments reaching their highest level in over a decade, startups and early-stage companies are under increasing pressure to demonstrate real revenue, and as a result, it has started an arms race to acquire sales talent, which means more competition than ever.
“The war for sales talent is on, and it’s getting ugly. There are a million tricks to compete, but none of them matter if your sales culture doesn’t close the deal for you. To win, establish, and openly sell, a sales culture must prioritize mutual respect, meaningful professional development, and pay a premium for performance.” — Peter Gracey, CEO, QuotaFactory
Tip: Avoid reps who just started new jobs. Instead, look for reps who have been at their position for at least two years. These reps may have outgrown their current position and feel poised to move forward in their career. After two years, they may have also built up enough equity in their current company to be open to a job change.
2. Increased noise on LinkedIn
While LinkedIn is a fantastic outbound prospecting platform, it has becoming increasingly difficult
for sales reps to get responses. The huge increase in spam and sales emails adds up to many more messages, and more noise.
Tip: Writing great sales emails can help cut through the noise and get responses. If you aren’t already, make sure that your LinkedIn emails are highly personalized.
“As more untargeted messages flood our inbox, we’re becoming more numb to these messages. As a result, the open rates of all InMail messages are decreasing, thus decreasing response rates, especially for spammy untargeted messages. If you want even the slightest chance of getting a response you have to create messages that are thoughtful, targeted and highly relevant.” — Heather Morgan, Founder, SalesFolk
3. Poor data quality
Without real-time access to high-quality sales data, it can be difficult to guide your team’s activities and predict reps’ performance.
“Incomplete data is actually the number one reason that salespeople give up on their CRM, and the CRM system fails. Enable salespeople with tools and technologies that will seamlessly move information about prospects into your CRM.” — John Kosturos, VP of Enterprise and Channel Sales, RingLead
Tip: Prevent duplicate leads. Consider using tools that can dedupe leads in your CRM as well as prevent duplicate leads from being entered in your CRM.
Get more sales insights from RingDNA and RingLead with our free ebook.