On this week in sales we’ll be looking at: 

  • How half of sales leaders say their CRM’s are costing them in lost opportunities. 
  • If bots can make salespeople more productive?
  • How female salespeople are 23% less likely to be offered financial bonuses vs their male colleagues

And much more! 

This Week In Sales hosts:


Only 23% of B2B sales reps say they sell as well virtually as offline

Research by Gartner Inc. found that only 23% of B2B sales reps believe they are equally effective selling virtually as they are in a live, onsite setting. Gartner’s survey includes 1,122 sales reps.

“The three root causes for sales managers’ struggles coaching on virtual selling include an (1) inconsistent coaching culture, (2) inexperience with virtual selling and coaching skills and a (3) lack of investment in coaching technology,” said Doug Bushée, senior director analyst in the Gartner Sales practice


Gong Adds Former Tableau EVP Kelly Breslin Wright to Board of Directors to support massive growth

Gong, the revenue intelligence platform leveraging artificial intelligence to transform revenue teams, announced today that Kelly Breslin Wright has joined the company’s board of directors. 

Wright is uniquely positioned to help Gong in its next chapter with her prior experience leading companies through multiple stages of growth, from initial go-to-market traction to global expansion to IPO.  She spent 12 years at Tableau Software, where she started as the company’s first sales hire, rising through the ranks to become executive vice president of sales, helping lead the startup through an IPO and to $850 million in revenue.


Can B2B sales be automated, and can bots make sales reps more effective?

 Rob Tarkoff, EVP and GM, Oracle – Talking about Oracle’s new digital assistant – 

 “Oracle CX Sales Mobile now includes an embedded, AI-guided digital assistant to help you get more done, even when you’re away from your desk.”

“the front office, and in particular, the front office for a b2b seller, should be a lot more automated.”

“There’s a way to codify the practices that make a good rep, and expose that to everybody. And you do that through a predictive engine that says, “I’ve looked at the data, and I’ve seen what successful reps before have done.” Here’s a suggestion; here’s a logical next step; here’s a piece of content that has performed super-well, like a reference story.”


Dooly Raises Cash

According to Salesforce’s 2019 State of Sales Report, the average salesperson spends 34 percent of their day selling.

Vancouver-based Dooly has raised $25.5 million CAD ($20.3 million USD) in funding as the company looks to scale its sales enablement software, which aims to reduce the administrative burden on sales professionals.

Dooly touts itself as “the fastest way” to update Salesforce, take notes, and manage deals for sales professionals. The startup’s software is designed to act as a connected workspace, allowing sales workers to sync notes across key systems like Salesforce and Slack, update accounts quickly.

Mission is to automate administrative tasks for sales teams.


half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities

  • over half (52%) of sales leaders reporting that their CRM platform is costing potential revenue opportunities.
  • Half of companies surveyed (50%) said they cannot access customer data across marketing, sales and service systems.
  • Nearly one-third say their customer data is incomplete, out of date, or inaccurate.
  • 53% percent of respondents say that the administrative burdens of their CRM causes friction for their sales team
  • 57% of respondents say they have trouble predicting when customers will churn.
  • Even in hindsight 48% of those surveyed say they don’t know why customers have churned.


ATD’s New State of Sales Training Shows Trends in Learning Spending, Hours for Salespeople

The average organization spent $2,020 per salesperson on sales training in the last full fiscal or calendar year, not including expenses for an annual sales kickoff meeting, according to 2021 State of Sales Training, a new research report sponsored by Highspot. To reach these conclusions, ATD’s researchers analyzed self-reported data from 63 organizations representing a wide range of industries, company sizes, and locations.

In the last full fiscal or calendar year at the time of the survey, which included 2019 for many organizations – 

  • Participants directed 69 percent of their sales training expenditures toward internal services, 
  • 26 percent toward learning suppliers, and 
  • 5 percent toward tuition reimbursement


(UK survey) Female salespeople are 23% less likely to be offered financial bonuses than male colleagues

  • Female salespeople are 23% less likely to be offered financial bonuses than male colleagues, according to HubSpot research
  • The percentage of women offered financial bonuses has dropped from 41% to 33% since the beginning of the pandemic, while the percentage has only dropped 1% for men, down to 56%


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