Docurated's Inaugural State of Sales Productivity Report

Management is focused on hiring, onboarding, and analytics, but reps are struggling to find and use the basic systems and processes needed to do their jobs

NEW YORK--()--Docurated, the next-generation Sales Enablement and Acceleration solution, today released its inaugural State of Sales Productivity Report. This report captures anonymized data collected by Docurated’s cloud-based solution and a survey of 127 Sales and Marketing Executives. The report examines the key sales productivity trends and challenges facing Sales and Marketing Executives at leading enterprises. Its findings uncover:

  • Improving sales productivity is seen as critical to hitting revenue goals -- 56% of teams are expected to hit growth goals that are at least 20% higher than last year
  • High performing organizations are continuing to invest more and more in productivity solutions -- $20,000 per rep per year -- yet almost 50% of organizations have zero or limited means to measure results
  • While sales productivity is typically the responsibility of marketing, marketing does not put a high priority on it -- only 4% of marketing resources are allocated to sales productivity initiatives
  • Productivity is often measured in the absence of quality/effectiveness. Measurement mainly focuses on the quantity of deals a rep works on, versus looking for improvements in metrics like close rate or average selling price
  • Sales leaders state that onboarding and analytics are two key areas of focus, but sales reps struggle with simple things like finding approved sales decks and needing to manually upload content to a CRM

“One of the goals of the State of Sales Productivity Report is to create greater awareness around the challenges facing sales and marketing teams,” said Alex Gorbansky, Docurated CEO. “This first of its kind study aims to provide data and fact-based intelligence on the state of sales productivity, to identify challenges, and provide recommendations for maximizing this vital functions’ effectiveness. I want the readers of this report to leverage the data to build a business case for increased Sales Productivity investment at their organization.”

To access the full report, visit: http://go.docurated.com/2014-state-of-sales-productivity-report.html

About Docurated

Docurated accelerates sales in companies looking for fast growth by making the best Marketing content readily available to Sales around the world. Docurated works with your existing content stores and uses machine learning to enable your team to find and re-use the most effective content with no manual tagging or uploading. Docurated has been adopted by leading organizations like Del Monte Foods, Netlflix, Rocketfuel, DigitasLBi, Havas, The Weather Company, and many others.

Contacts

Media Contact:
Docurated
Fergal Glynn, 781-697-0074
fergal.glynn@docurated.com

Contacts

Media Contact:
Docurated
Fergal Glynn, 781-697-0074
fergal.glynn@docurated.com