Our survey* of 2,663 sales organisations, from all points of the globe, was
conducted to help sales directors and managers understand the issues that prevent optimum sales performance. The results showed that:

90% say their salespeople struggle to keep a proper balance between
prospecting, presenting, negotiating, closing and managing an account.

82% said they don’t have a consultative sales process or are not following the one they have

67% are not doing or sporadically do sales coaching and development.

52% of sales managers say they don’t have the time or are too busy to
develop and coach their sales teams.

41% say that their salespeople are performing below expectation.

If this was a soccer team, eight of the players would not know which goal was theirs, four would be going to the reserves, only two of the eleven would know what position they were playing, the coach would only turn up to half the games and for 7 weeks out of 10 there would be no organised training!

Further to these findings, a recent study by Chandler McLeod** indicates that employer-funded training and skills development is the most successful benefit to offer employees to increase staff retention. Your people want to learn. They understand that it is their path to real career progression. Accela teach practical skills that will result in better people and performance. In a tough labour market that is experiencing its lowest rate of unemployment in decades, can you afford not to make an investment in your people?