Struggling to find a good sales team?
Perhaps that’s because sales teams around the world are underperforming at lead generation.
At least that’s according to the findings of a new study, which suggests ‘capability gaps’ are holding B2B sales teams back.
The State of Sales report – carried out by UK financial technology firm DueDil – found that 89% of B2B sales professionals see generating quality leads as a key factor in achieving sales success.
Yet only 55% of respondents said their company was either ‘effective’ or ‘very effective’ at doing so.
DueDil head of Marketing Andrew Warren-Payne said: “The results show that although nearly everyone in B2B sales teams thinks lead generation is vital, only half of the respondents thought their companies were good at finding quality new prospects. In order to improve performance and hit target, firms should re-evaluate if their lead generation process is as effective as it could be.”
DueDil’s State of Sales report is one of the largest vendor-led B2B sales surveys ever conducted – having surveyed 1,435 respondents worldwide during Q3 2015.
As well as the capability gap, it also found that:
Around 69% of companies meet their sales targets
The biggest challenges faced in B2B sales are increasing the number of deals, and generating higher numbers of stronger leads
More than one-third of companies are unprepared to deal with change across key areas of sales transformation
Only 21% of respondents accelerated their sales pipeline in 2015