TECHNOLOGY


Overcoming Digital Overload: 4 Benefits of Consolidating Your Sales Tech Stack


BY BOB BASILIERE, VICE PRESIDENT, SALES AT ALLEGO


Remember using 1, 2, 3 for spreadsheets? Wordperfect for word processing? If you’re of a certain age, you relied on those tools and more in the 1980s. There were multiple spreadsheets, presentation tools, and word processors until Microsoft consolidated the office productivity market.


It’s a pattern that repeats in every major software category. There are a number of niche tools until the market becomes intolerant of having too


many choices and solutions converge. This same force is playing out in the sales enablement space. In recent years, the number of learning and enablement tools has skyrocketed. There are hundreds of SalesTech vendors that offer collaboration tools, mobile learning tools, content development tools, and analytics tools. In fact, the global average of learning tools and


platforms in use today by any given company is 23—double the number that companies were using in 2011. Sales reps alone use an average of six tools.


Salespeople are crying “uncle”—there


are simply too many tools. Companies are hamstrung by redundant systems that don’t talk to each other, unnecessary subscription fees, administrative overhead, low adoption rates, rep confusion, and lower productivity.


SPECIAL EDITION 2023 SELLING POWER | ALLEGO.COM | 9 © 2023 SELLING POWER.


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