Salesforce Report: Selling is getting harder

The fifth edition of the Salesforce "State of Sales" report is out. It summarizes the findings of more than 7,700 sales professionals from 38 countries, including 100 from Switzerland. The study examined how sales organizations are optimizing technology for maximum efficiency, meeting the increasing demands of customers, and maximizing the productivity of salespeople to succeed now.

It turns out: the new sales mantra is maximizing impact. Companies are turning away from risky strategies as they grapple with inflation, supply chain bottlenecks, regulatory uncertainty and political disruption. And yet, sales professionals are under pressure to achieve their goals. Fifty-three percent of Swiss sales professionals say selling is more difficult now. By comparison, across all countries surveyed, as many as 67 percent say the same.

Overwhelmed by the number of tools

Companies in Switzerland interact with buyers via an average of eight to ten channels: Sales people try to meet the increasing expectations of buyers. Buyers expect sales people to meet them where they are, regardless of channel - and then act as trusted advisors. However, nearly 70 percent of sales reps say they are overwhelmed by the number of tools available. Nine out of ten sales organizations therefore plan to consolidate their technology packages in the coming year, so that employees can spend more time selling and connecting with customers.

Sales employees in Switzerland spend only about 29 percent of their time on actual sales. Instead, they are busier with administrative tasks. At the same time, the sales department is taking on an increasingly strategic role in the company. Technologies that help them work more efficiently can free up more time for sales reps to talk to customers.

Companies are reviewing training programs and benefits while optimizing sales territories and tools to set employees on the path to success and retain top talent.