3 Sales Best Practices For Using Technology To Empower Salespeople
The competition is fierce for employing the very best salespeople. Organizations lucky enough to score one of these heavy hitters must work hard to keep them from slipping away to another job. They need to keep them happy and productive at all times.
A surefire way to lose high-performing reps is to force them to waste valuable selling time. Often, this means requiring them to use reporting sales technology that’s cumbersome and produces little value for the individual sales rep.
While it’s true that reporting tools do provide sales managers wonderful insight into the business, if sales reps aren’t able to see what’s in it for them, user adoption and employee satisfaction is sure to falter.
Here are three sales best practices for implementing or improving adoption of sales technology.
- Create a company culture in which all activities are geared toward increasing sales: When the organization implements a technology or policy, make sure it allow sales reps to do their jobs better and faster. Some technology, for example, allows reps to minimize (or speed up) the amount of administrative work that they must complete. Administrative tasks don’t add value to your organization or the salesperson’s quota. Remember, sales reps need to be empowered to use customer-specific and situational judgment to do their job. Forcing them to remain glued to protocols means they can’t offer unexpected solutions to their customers.
- Make sure all technology has a clearly defined purpose for sales reps: You wouldn’t sell a product to a customer by listing its features; you’d show them how the product allows them to solve their problems. Approach all technology changes in your company the same way: Show reps how it allows them to sell more. When they sell more, they make more money. Never say, “Hey, we have this new tool for you, and you must use it!” Instead, show them how the new tool helps reps to better track what sales assets their prospects are viewing. This gives reps the power to make adjustments and find better ways to reach people online.
- Avoid CRM systems that emphasize compliance and inspection: Sellers need tools and policies that provide guidance and support rather than inspection. This is why so many front-line sales reps see little value in using these tools in today’s customer situations. Many of these tools employ a rigorous workflow and process setup that sales reps must follow. CRM tools, for example, are internally focused rather than customer focused. This means the sales rep can’t use the program to connect or engage with a customer, which means it produces little value for them.
The Tellwise Nutshell (TTN): It seems obvious, but organizations should never use technology just for the sake of implementing technology. One of the best sales best practices is to make sure any technology you use allows sales reps to close more deals. Find tools that are integrated with your other systems, embrace mobile technology and help to keep your sales reps busy selling.
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