On this week in sales we’ll be looking at: 

* How half of sales leaders say their CRM’s are costing them in lost opportunities. * If bots can make salespeople more productive?* How female salespeople are 23% less likely to be offered financial bonuses vs their male colleagues

And much more! 

This Week In Sales hosts:

* Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence

News:

Only 23% of B2B sales reps say they sell as well virtually as offline

Research by Gartner Inc. found that only 23% of B2B sales reps believe they are equally effective selling virtually as they are in a live, onsite setting. Gartner’s survey includes 1,122 sales reps.

“The three root causes for sales managers’ struggles coaching on virtual selling include an (1) inconsistent coaching culture, (2) inexperience with virtual selling and coaching skills and a (3) lack of investment in coaching technology,” said Doug Bushée, senior director analyst in the Gartner Sales practice

https://www2.staffingindustry.com/Editorial/Daily-News/Only-23-of-B2B-sales-reps-say-they-sell-as-well-virtually-as-offline-56861

Gong Adds Former Tableau EVP Kelly Breslin Wright to Board of Directors to support massive growth

Gong, the revenue intelligence platform leveraging artificial intelligence to transform revenue teams, announced today that Kelly Breslin Wright has joined the company’s board of directors. 

Wright is uniquely positioned to help Gong in its next chapter with her prior experience leading companies through multiple stages of growth, from initial go-to-market traction to global expansion to IPO.  She spent 12 years at Tableau Software, where she started as the company’s first sales hire, rising through the ranks to become executive vice president of sales, helping lead the startup through an IPO and to $850 million in revenue.

https://www.prnewswire.com/news-releases/gong-adds-former-tableau-evp-kelly-breslin-wright-to-board-of-directors-301239634.html

Can B2B sales be automated, and can bots make sales reps more effective?

 Rob Tarkoff, EVP and GM, Oracle – Talking about Oracle’s new digital assistant – 

 “Oracle CX Sales Mobile now includes an embedded, AI-guided digital assistant to help you get more done, even when you’re away from your desk.”

“the front office, and in particular, the front office for a b2b seller, should be a lot more automated.”

“There’s a way to codify the practices that make a good rep, and expose that to everybody. And you do that through a predictive engine that says, “I’ve looked at the data, and I’ve seen what successful reps before have done.” Here’s a suggestion; here’s a logical next step; here’s a piece of content that has performed super-well, like a reference story.”