First Published on www.mycustomer.com
The economic climate continues to impinge on sales, with new research indicating that 59% of firms are finding it more difficult than ever to maintain sales revenue.
Sales performance firm Mercuri surveyed over 2,000 business executives across 23 countries and found that 82% of respondants have become more knowledgeable about competitors, pricing and other factors, whilst 88% say that it is now essential to differentiate their sales offering for every type of prospect.
Over half of those surveyed claimed that customers have increased their decision making time, the results showed. Signoff is also getting tougher for many, with 55% of respondents citing more formal ROI requirements, followed by greater use of request for proposal/request for information (53%).
The research also revealed that buying decisions now require the involvement of more people than before, according to 63% of those surveyed. Over half of respondents also claimed that customers now have less time to meet face to face, to the detriment of sales.
Mercuri International Group CEO Ola Strömberg said: “The research indicates that while some companies are maintaining sales revenue, the majority are not. Improvements in sales processes and people are essential if business is to maintain, let alone grow customer revenue. We call on senior management to keep sales at or near the top of its boardroom agenda, as this is an area that business literally cannot afford to neglect.