Jenga is a Hasbro game that’s basically just a pile of wooden blocks. To begin the game, the blocks are stacked in rows of 3, each row in alternating orientation. The rules are simple: players take turns removing one block from the stack, and returning it to the top of the stack. As each block is removed and set on top, the stack becomes less stable until finally, the tower topples over and that player loses.

If you’re reluctant to make sales software purchase decisions – and the investment required to implement them – it’s probably because of the Jenga effect.

The Jenga effect

You know the software stack will grow higher with each application you add, and as the stack grows higher it can become instable without the careful placement of each “block.” If your stack is already high, you’ll make decisions to remove and replace software with equal caution for the same reason.

It’s the exceptional care and concern used to make decisions to eliminate or add software that I call the Jenga effect. It causes people to make sales software purchases slowly and in some cases, not at all.

Caution created by the Jenga effect is often good. But it can be detrimental to sales productivity if applied too liberally. It can be a force powerful enough to keep you from making decisions that ensure you make your revenue targets.

Today, there are many sales applications that improve productivity with very little risk. Take eSignatures as an example. Sending contracts to customers for esignature can significantly reduce the amount of time it takes to close deals. And yet, it doesn’t require much time for reps to learn and adopt the functionality. That’s why more than 13 million people have used esignatures for 110 million documents (using DocuSign’s solution alone).

Other applications which can have a powerful impact on sales productivity with little risk are:

Appointment Scheduling Tools

Sales Contest Building Tools

Warm Calling and Prospecting Tools