Mount Arbor Blog

Why data means salespeople need to be more like movie directors

24-Jul-2018 17:03:34 / by Andrew McAvinchey posted in data, hubspot, marketing, Sales and Marketing Alignment, inbound, sales


Let’s face it - your sales team is statistically likely to be lagging behind in terms of their use of technology. They’re most likely to be applying more relationship driven sales methods than data-driven - especially if your hiring pool includes salespeople with more than 10 years experience in sales. The reason for this is that digital technology has been available to Sales for years, but the systems and processes to use the technology in your sales process has been difficult to apply. Altify claim there’s a 13% retention rate on sales training - that means, essentially, that even if you were to train the sales team to follow your own unique sales system or methodology the likelihood is that after training is complete, most of your salespeople will put the manuals on the shelf and do what they were doing before. The same is true of your CRM - statistically salespeople spending too much time on data entry and not enough on sales. From 'The State of Inbound', a report commissioned by Hubspot:

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