The 5 Biggest Challenges in Tech Sales and How to Fix Them
Refresh your sales strategy to do more with less
As the technology industry has changed over the last decade, so have the needs of technology sales teams. In the past, revenue growth was often based on product quality, and many technology companies used that strategy to become the powerhouses they are today. However, as product advantages wane, selling becomes tougher.
Technology leaders who focus on a strategic go-to-market approach can beat out their competition. But, it’s not easy. In our work with technology companies, we've seen 5 common challenges within sales organizations.
In this guide, we'll help you identify these challenges in your company and fix them for good:
- Market and territory coverage is unbalanced
- Sales enablement programs aren't consistent
- Not rewarding the right behaviors
- Pitting direct and indirect sellers against each other
- Each dollar of revenue costs too much