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What Is Sales
pete abilla
gabe villamizar

HireVue Accelerate’s Pete Abilla and Gabe Villamizar caught up with 7 executives and asked them...

“What is Sales Acceleration?”

Here are their answers.

Sales acceleration is the new version of sales enablement.
trish bertuzzi

Founder and President

The Bridge Group

Sales acceleration is the new version of sales enablement. For a long time, sales enablement was a big buzzword, but people couldn't figure out the ROI. So they moved on. And now they call it sales acceleration. It's a whole new category. It's great to talk about acceleration—everyone wants movement and growth. But if you don't get that movement and growth, you should look at technology but only after you look at your people and process. It's Sales Training and Sales Coaching also.
... it's a recognition that sales is no longer a black box. It used to be that field sales people were given $2 million quotas and paid $400,000 a year to go play golf with people.
steve richard

Founder, VorsightBP

When Insidesales.com got a billion dollar evaluation, everybody really liked the term sales acceleration all of a sudden. I saw a banners pop at trade shows like this. So I think it is a little bit of a buzz word but it's a recognition that sales is no longer a black box. It used to be that field sales people were given $2 million quotas and paid $400,000 a year to go play golf with people. Reality is now the trend towards technology, transparency, visibility, and data. So that puts us in an environment where now you have sales leaders who are saying, "Wait a minute, I can actually push a button and go faster."
... 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.

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.

ralph barsi

Sales Development Thought Leader

Senior Director, Achievers

ultimate guide to sales training programs and methodologies

You have written an excellent piece. I do not say that lightly

VP of SALES, $3 Billion Revenue Co.

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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.
lori richardson

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.

It's starting to get some momentum, so I think it's here to stay.
ken krogue

Founder and President

InsideSales.com

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.

keenan answers
... is the ability to remove the latency between the time you connect with a contact, or even start prospecting for a contact or customer, and delivery of the sale.
keenan

CEO and President, A Sales Guy Inc.

Sales acceleration is the ability to remove the latency between the time you connect with a contact, or even start prospecting for a contact or customer, and delivery of the sale. A long time ago, you had a lot of things that slowed down the sales process. So things move quicker, provide more value to your customers, and provide more tools and systems to make it easier for your sales people to sell and move through the sales process.

It's a buzzword. But the fundamentals to sales acceleration are real. So back in the day, it was called CRM, but that was still sales acceleration. The idea of accelerating the process of selling and making it easier, making it better and more simple to connect with your customers and provide value and deliver the things they need? That's never changed. It's just called progress. It's called efficiency. It's called productivity. Call it what you want. Now, you have the cloud. You have all these tools that make it easier. You have sales enablement functions, sales operation functions, whose sole job is to figure, "How do I make this easier, faster and more simple?" Acceleration is absolutely a buzzword, but the underlying concept? No. It's going to just get more and more prolific, and it's going to grow.

Sales Acceleration is where you combine fantastic people with tools and technology to drive sales.

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.

bubba page

Founder and CEO, QuotaDeck

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