HireVue Accelerate’s Pete Abilla and Gabe Villamizar caught up with 7 executives and asked them...
“What is Sales Acceleration?”
Here are their answers.
Founder and President
The Bridge Group
The term Sales Acceleration will be around awhile. Good for InsideSales.com, too, for coining it; they’re exposing businesses to an array of powerful acceleration offerings. Salespeople need a streamlined, repeatable process, so they can better serve prospects and customers.
On the flip side, prospects and customers want to work with salespeople who know how to execute and bolster the bottom line. Sales acceleration enables that win-win scenario.
Sales Development Thought Leader
Senior Director, Achievers
Founder and CEO, Score More Sales
President, Women Sales Pros
Note: Lori's avatar is outdated - she shaved the sides of her head to help raise money for Cancer. She was able to raise over $5,000 for the 2nd time and her client Granite Telco raised over $3.25MM in one day! Great job Lori!
Sales acceleration is the ecosystem. The whole circle of everything that happens involving helping sales accelerate. So it's not just a matter of training or on-boarding. It’s systems, it’s processes, it’s leadership, it's who you hire, bringing in the right people, it's a whole mix put together and working well. When it works in concert, it leads to acceleration.
It can be [a buzzword]. I think that it's very appropriate for now, where we're looking to find ways to work smarter and more eciently and effectively. However, being in sales for a long time, I would say we've always been working on that.
Founder and President
Sales acceleration is a term that we actually coined. It came from our CMO, Mick Hollison, when we were trying to put a name to this new class of apps that speed up the velocity of the sales process. They're all on top of a CRM, like Salesforce. They're all focused on specific segments of the assembly line, everything from contracting to dialing to web-conferencing, every little app that speeds up the sales process.
It's gotten so powerful that Gartner is looking at a quadrant on it. We did a big virtual summit, and it looks like everybody bought in, and it's starting to get some momentum, so I think it's here to stay.
CEO and President, A Sales Guy Inc.
Acceleration as a term in sales has gained a lot of momentum and will change the way companies think about growth. People are more savvy than ever, the tools they use facilitate the sales process and help them to drive revenue faster and more efficiently.
Over time the term may change, but the idea behind growth will continue. Salespeople will evolve and adjust to the direction technology helps them, as long as they are hitting quota and producing results.
Founder and CEO, QuotaDeck
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