New Allego Research: Poor Adoption of Sales Tools Causes Reps to Miss Quotas
Sales teams are using more tools than ever to train, onboard, coach, and collaborate. But the use of multiple sales tools is causing significant problems that undermines the benefit of those solutions. In fact, 76% of companies say poor adoption of sales tools is a top reason teams miss their sales quotas.
That’s according to new research from Allego, which recently analyzed the current state of sales enablement tools. The Sales Enablement Technology Report uncovers challenges faced by organizations that use multiple point solutions to support sales efforts, reveals the benefits of a unified solution, and recommends advice for sales leaders.
“Organizations need tools to onboard, train, coach, and manage customer-facing content for their hybrid sales teams now more than ever. But sales reps cannot afford to waste time learning new solutions and jumping between multiple tools,” said Yuchun Lee, Allego CEO and co-founder.
Multiple Sales Tools = Multiple Problems
Allego surveyed 330 B2B sales leaders to gauge their perspectives on how multiple sales enablement tools impacted their organization. The results revealed that using numerous tools resulted in increased costs, frequent training, security concerns, and rep confusion.
Additionally, sales leaders and reps said they are frustrated with the number of tools, which led to low adoption rates and contributed to missed sales quotas.
Key findings from the report include:
Using Multiple Sales Enablement Tools Negatively Impacts Sales Organizations
Respondents said using multiple tools results in low adoption rates, high levels of waste, loss of sales, and security concerns.
- On average, companies said they have wasted $313,000 on sales tools that weren’t fully adopted by reps over the past two years.
- 76% of companies said poor adoption of sales tools is a top reason teams miss their sales quotas.
- 74% of sales leaders said using many different sales enablement tools increases security concerns and data loss risk.
Companies Want a Single Solution to Cut Costs and Ease Integration
Using multiple tools also creates rep confusion and makes it difficult for them to keep track of login credentials, respondents said.
- 86% of reps get confused about which tool to use for which task.
- Nearly 80% of sales reps waste time keeping track of different login credentials for different tools.
- 82% of sales leaders said that trying to get reps to use the provided sales tools feels like a second job.
Sales Teams That Deploy an All-in-One Sales Enablement Tool Reap Multiple Benefits
The main benefits of standardizing on an all-in-one sales enablement platform are improved training, coaching, and content initiatives, according to respondents. When they use one solution:
- Reps are trained faster (48%)
- Reps know which tool to use (46%)
- Reps spend less time looking for content (46%)
- Reps can better match the content to the lead (42%)
- Managers can coach more people at scale (39%)
“Using an all-in-one sales enablement solution that consolidates sales learning, content management, and collaboration tools can cut costs, improve user adoption, and reduce reps’ frustration using many apps and juggling multiple logins,” Lee said, “ultimately, resulting in reps who produce better sales results.”
Download The Sales Enablement Technology Report to see the complete findings and get sales enablement recommendations.