The Importance Of Developing A Shared Vision Of Success

Your company is likely losing a sizable number of opportunities in your pipeline because your sales teams have not successfully communicated a clear road map for executives on how they will realize ongoing value from the investment you are suggesting they make. While there are clear common attributes executives think are important to creating a vision of success, few technology vendors today coordinate their resources around delivering those attributes. Executives have a strong bias toward vendors that can work with them to develop a shared vision of success, yet pulling all of those pieces together falls most often on the backs of sales teams. Forrester has observed that about 20% of a sales force is able to consistently put all of the puzzle pieces together to create that road map for success with the client.