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Business leaders are discovering that the traditional playbook for sales productivity is failing, and businesses need to shift their focus from raw output to genuine effectiveness.
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To understand this evolution, SpiceWorks' Head Brand Ambassador, Jeff Gretler, and Maria Groeschel, Global Head of Commercial Strategy and Operations at Dropbox, discussed the rising challenges and needs for innovation in sales today in a 30-minute Executive 1-on-1 video for SpiceWorks.
The problem with fragmentation
One of the top problems affecting sales reps today isn't a lack of speed; it's the fragmentation of their tools and information. Groeschel noted that the intense pressure for deep personalization and value-add engagement forces reps to consult numerous systems for a single customer view, often navigating ten or more different platforms.
These disconnected systems compel sales reps to spend valuable time manually searching for information and trying to gain context from disparate sources, such as Slack, Salesforce, Google Docs, and Gong notes. This creates a significant time tax that pulls from high-value activities.
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