Posted in B2B eCommerce, Industry News | on 06-17-2011
There is a systematic shift happening in business. Organizations are becoming aware of the need to tap into new sales channels, but they often do so without adequate planning. B2B ecommerce is gaining increasing interest and adoption as a way to expand sales channels. Multichannel selling is a great path to increase revenue, but sales executives can’t tackle every channel, online, offline, mobile, ecommerce, etc., without the tools necessary to monitor, manage, and follow up.
The bottom line is that most organizations neither sell efficiently nor effectively. Despite the fact that a high performing sales organization is key to growth, our survey showed a clear disconnect between sales and the rest of the enterprise, hampering the success of the sales team. In far too many organizations, the sales organization works in a deep silo rather than in an interconnected, transparent setting. Despite the growing challenges for sales teams, the survey revealed optimism. Deal sizes are expected to increase throughout 2011 and hopefully beyond, pointing to anticipated growth. How can you ensure that your company is among those that fulfill those optimistic forecasts?