2/3 of Sales Pros Would Feel Relieved or No Impact Without Their CRM

2/3 of Sales Pros Would Feel Relieved or No Impact Without Their CRM

Dreamforce 2017 is in the rear-view mirror, but the learnings continue. Throughout the week - in our packed booth - we surveyed hundreds of Dreamforce attendees, getting their direct insight on the sales industry. Here’s what we learned.

  • Much to our surprise, two-thirds of sales pros responded they would feel relieved or no impact, if their company no longer required them to use or update their CRM. We all know CRMs deliver tremendous value as a system of record, but the net response was that sales pros often feel burdened to feed the system, manually entering every data point and action and getting frequent questions from management. They want the benefits, but want them on their schedule. This is a call to the industry—to make it easier and seamless for sales pros to extract the value out of their CRM. 
  • 80% of organizations have as many as 20 sales stack apps with 12% trying to balance more than 50 sales stack apps. When you look at the SalesTech landscape, this isn’t surprising—after all there are 400+ tools and growing. Beyond the number of tools, it’s important to keep in mind the time that sales reps have to put into searching for data across these tools since there is no single place where the information is aggregated. We, like others, believe a reconciliation or consolidation of the sales stack is just on the horizon.
  • 68% of sales reps use at least 4 office productivity apps, with 11% using more than ten tools such as email, calendars, expense reporting, collaboration and more. This is in addition to all the other tools mentioned above as directly a part of the sales stack.
  • 48% of sales pros spend at least an hour each day on data entry. That’s 5 hours a week and more than a month of selling-time spent as a highly-paid data entry clerk when you look across a full year.  Wow. It sounds crazy and it is. When did we decide sales reps should be our lead data-entry clerks?
  • Searching for information and data entry are the two activities sales pros dislike most about being in sales, while solving problems and interacting with people are the two elements that sales pros like the most. Overall, it’s clear that today’s tools are working against human nature. Sales pros want to be out in the field and “selling” not entering data and searching for information across the dozens of tools scattered across their organization.

These results are why we created Olono. And why our customers view data integration and Sales Activity Automation as top priorities for 2018. Sales professionals, along with the investments you’ve made in the sales stack are invaluable—time to make them more efficient.

"80% of organizations have as many as 20 sales stack apps with 12% trying to balance more than 50 sales stack apps."