Sales technology is improving, but if salespeople are not using it to its full potential, they aren’t maximizing its benefits. There are four main categories — CRM, lead generation, pipeline management, and forecasting.
Salespeople have adapted to technological change over the past decade, with a boom in smartphone usage and an increasing need for mobility. However, the use of sales technology trails behind today’s expectations of immediacy and convenience. Let’s take a look at why this is and how your salespeople can make better use of sales technology.
Cut Out the Mundane Tasks
Technology has become a part of our lives more than ever before, and it plays a vital role in our daily tasks. Many businesses recognize the need to combine their efforts and technology to connect with their customers better.
Managing leads and converting them into customers is essential for sales teams. Sales reps can use the latest technology to stay in touch with leads and follow up to get the best ROI out of every lead they generate.
Sales reps can use sales technology to gain visibility into the most critical activities, complete deals faster, and achieve better results. It provides the best possible customer experience while keeping your sales reps productive.
Keep Your Sellers Happy
The sales team can feel a little like a sidecar, racing alongside the rest of your sales team and customers but unable to fully engage. This role can feel like an afterthought, but it shouldn’t.
Your sales representatives need to feel supported, valued, and appreciated too. And the right sales enablement tool can help cut out tedious, repetitive tasks so they can be freed up to work on more important things, like talking to customers instead of entering customer service data repeatedly. By only giving sales reps access to what they need, you’re helping them focus on selling – not keeping track of repetitive tasks.
Rise to the Competition
There are few things more frustrating than losing a good lead. But did you know that up to 80% of all leads received by sales teams are ignored or abandoned? Likely, there is a lag time, meaning they’re gathering additional information about their options or moving on to other opportunities. But, the good news is that it doesn’t have to be this way.
Today’s sales professionals face an increased number of competitors and an increasing number of leads. Therefore, having easy access to a high-quality and personalized sales pipeline is critical. An effective database management system should provide every interaction history of your potential clients. It should also have advanced capabilities for perfect lead qualification, lead tracking, and lead assignment.
One of the quickest ways to gain a competitive advantage in your industry is to implement sales technologies to help you outperform your competitors. Whether it’s enabling you to schedule and send more emails, nurture more leads, run more campaigns or close more deals. And according to research by Salesforce, 83% of B2B companies are using some automated technology today to do so. That number will only increase in the years ahead as automated tools become an integral part of every marketer’s strategy.
Adopting a sales tool isn’t just an option for teams with big bucks; honestly, even the most cash-strapped startups can easily find ways to work the essential sales tech tools into their everyday workflow with little-to-no startup cost.