Many organizations are moving to implement more marketing technology in their stack—especially sales enablement tools. But research suggests tech adoption is a relatively small part of being a high-performing salesperson.
A September 2015 survey from Forbes Insights found that the No. 1 characteristic of high-performing sales team members was the ability to sell value rather than price. More than eight in 10 US executives surveyed mentioned that.
Nearly three-quarters of respondents said good salespeople are consistent with their execution. By contrast, leveraging marketing and sales content assets was key according to just 26% of respondents, and less than a quarter of respondents said adoption of technology was important.
