Research Library > Oracle > The Five Drivers of the Successful Modern Sales Force

The Five Drivers of the Successful Modern Sales Force

White Paper Published By: Oracle
Published:  Oct 07, 2015
Type:  White Paper
Length:  7 pages

Everyone knows the infamous 57% figurethat todays B2B customers get 57 percent of the way along the buying process before they engage with a salesperson. Its common knowledge that customers are using the internet for researching purchases; browsing vendor content, asking peers for advice, and paying close attention to ratings and reviews.

And every Sales VP knows their sales organization has to change to keep up. That change means moving from a traditional go-to-market model, in which reps are primed to sell product according to their own agenda, to what Forrester Research calls a go-to-customer model, in which sales teams are capable of understanding customers real needsand providing valuable advice and insight to help them succeed.

But what should Sales VPs be doing to change the culture and tactics of the sales team? This short guide looks at five drivers of the successful modern sales forcefrom working more collaboratively across the organization, to making smarter use of data and analytics.