In the ever-evolving end-to-end sales process, it’s the part in the middle that still poses the greatest challenge for sales teams large and small. The opportunity-to-close (OTC) process, that unwieldy part of the sales cycle that occurs after you nail down a lead and before you get them to sign, is beleaguered with inefficiencies and disconnects.

In February 2017, Clari surveyed nearly 300 sales ops professionals, reps, managers, and execs to gain insight into the current state of the OTC process.

Of those surveyed 42 percent identified sales rep productivity as their biggest sales challenge, but it’s not the only thing that keeps them up nights. Find out what else is preventing sales teams from predictably closing deals and growing revenue — and what they plan to do about it.

Download the 2017 Sales Benchmarks and Trends study now.


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