NEW YORK; Sept. 27, 2016 – Organizations have invested billions in sales productivity solutions to enhance performance by giving sellers more time to sell – but the investment strategy is not paying off. According to new research
from Accenture (NYSE: ACN) and CSO Insights
, the research division of Miller Heiman Group
, 59 percent of global sales executives say they have access to too many sales tools and are bombarded by too much disaggregated customer data to be effective. Another 55 percent say their sales tools are an obstacle to selling. Consequently, ‘sales distraction’ is hindering business performance, causing more than half (56 percent) of global organizations to miss annual sales forecasts.