In my opinion, the modern sales stack hasn't significantly changed rep behavior:
1. CAC has risen sharply in the last 24 months, while SaaS win rates have dropped from 21% in 2021 to below 15% in 2023 (estimated).
2. Sales leadership faces data overload, leading to distraction rather than improved training and coaching.
3. Reps and managers rarely re-listen to customer conversations due to time constraints and lack of motivation.
4. AI has improved efficiency in summarization and content generation, but reps often find it too generic, and increased activity volumes don't necessarily lead to higher conversion rates (efficiency ≠ effectiveness).
I think the next wave of sales + AI platforms should focus on rep behavior to drive effectiveness improvements.
Reps are the biggest expense in S&M budgets, spending significant time with buyers and customers. Meetings are still the atomic unit of the sales cycle, and real-time guidance and process adherence can make all the difference.
Read our latest article below to see how you can drive the right change for your team.
SWIPE TO UNLOCK THE SECRETS TO CHANGING SALES REP BEHAVIOR! 🎯
Why do sales professionals resist change? From comfort zones to fear of the unknown, the struggle is real. But whatever challenges your team is facing, we've got actionable strategies to help you overcome them.
Read our latest article for the full list! (Link in the first comment) #sales #behaviorchange
