We will interrupt our regularly scheduled series to talk about a significant issue for my technology clients. This is a topic I’ve discussed at length with numerous CROs, SVP of Sales and sales managers over the past few months. And it’s one that is both top of mind and frustrating for these sales leaders.
These experienced professionals lead B2B sales for legacy technology companies. What are the common problems they are grappling with?
1) Why are sales in the USA/NA flat or barely growing (read not hitting our growth targets), while technology sales in EMEA and APJ are doing great?
2) And why are fewer and fewer of our sales reps consistently hitting their numbers?