If there are any poor practices in your sales processes, the technology could only amplify them. To avoid that, successful sales organisations will invest more in sales training
to turn rookie salespeople into smart captains of sales automation and trusted advisors to their prospects.
Today, the majority of B2B salespeople receive very little or no sales training and lack even the most basic sales skills from communications to sales tactics. And it has been shown that salespeople who receive continuous training achieve at least 50% better results on average. (Source: square2marketing
Modern sales coaching is helping develop another significant trend which is collaboration. While in the past the "lone" sales wolf would "eat what he killed" on his own, today 77% of salespeople say selling collaboratively with other departments is important. Collaborative selling brings togethe
r sales, marketing, customer support, product and many other departments while technology will allow making this collaboration effective by connecting processes and displaying data across the entire customer journey.