In every profession, you are given expectations you need to achieve. The key to reaching those expectations is to have access to the tools you need to succeed. This is no different in sales. You will give your sales team the expectations to sell your product and hit certain thresholds while doing so. Your responsibility as the sales manager or sales leader is to provide your team with the tools necessary to accomplish this. Without the proper tools, your team will be fighting an uphill battle to reach the goals you set for them.
Increase revenue with sales team tools
Without the right tools in their arsenal, your sales team will see their productivity dip dramatically and in turn that will decrease the amount of revenue generated for your business. It’s a failing strategy and one that needs to be eliminated from any business. In 2017, SalesTech Report found that out of 400 surveyed, sales executives spend $1,000 or more on sales tools per rep annually. And while this number may seem relatively high, it pays off in the end. The ROI achieved by spending the funds on these tools will greatly surpass the amount you spend on the front end.
When analyzing the success or lack of success of your sales reps, ask yourself if you’re giving them not just the right tools to succeed, but the right tools to exceed expectations.
You also want to make sure you, as the sales leader, also have the tools to lead your team successfully. Sales tools will only make your job easier and more efficient. Sales team communication tools, sales team assessment tools, sales team management tools, and sales team training tools are all examples of things that will make you more effective in your role while increasing your revenue.
Meaningful sales data
In this day and age, lack of information and analysis should never hinder your ability to increase revenue and productivity. There are so many options out there to make your efforts more effective and far reaching. You can find sales team assessment tools to help track and record each individual sales interaction, allowing you to go back and analyze how some strategies are working and how some aren’t.
This also allows your reps to be held accountable, both by you and themselves, while they are able to see how they are doing individually. The competitive nature of sales reps will keep them wanting to improve their sales numbers in order to keep up with other members of the team. It also allows them to see which areas they need to improve upon in order to not only meet goals, but surpass them. Accountability translates into better data, which brings in more revenue to your business.
Effective sales content leads to successful sales conversations
Sales tools give your team access to the most relevant content for each call they make. Too many reps are wasting time having to look through loads of content in order to find what they need to stay relevant and confident in their sales interactions. Sales tools streamline this for the sales team. Having the content they need at their fingertips, at a moment’s notice is going to lead to more successful sales conversations.
The prospect wants to feel as if their questions are being answered and they don’t want to wait around for that to happen. If you provide your sales team with effective sales content, you avoid this scenario from happening. Keeping your reps in the know will lead to more conversions and more money coming in.
Too many businesses have their sales team and marketing team working separately from each other. It almost creates this dynamic of working against one another, instead of collaborating. The most effective sales machines will have the marketing team work alongside the sales team in creating the strategies your business needs to thrive.
Because both teams are working in different parts of the sales process, communication between them is key. Your sales team is the “boots on the ground” component of the sales process. They’re working with your customers and prospects on a daily basis, fielding and answering their questions. For this reason, they know what the customers want and what they need in order to be content with a product. Marketing is more on the outside looking in and should rely on this information from the sales team in order to develop more effective strategies in reaching more customers. This collaboration is made easier with sales team tools. Sales team communication tools are a necessity for seamless communication between teams and creates a more efficient process for sharing analytics.
A sustainable process
All of these tools being utilized are going to create sustained success for your business. As you know, the key to keeping your business thriving isn’t just the initial sale. You need to have a plan for sustained success that keeps customers in your pipeline in order to really grow your business. Using sales team tools, you can make this an easier process to accomplish and give your team what they need to continue to expand your customer base, bringing in more and more revenue.
The streamlining that takes place with these tools makes it easier for your team to continue selling indefinitely. It greatly reduces downtime, increases productivity, and allows for seamless integrations. In this day and age of technology, every sales team should have access to these tools to make the job easier.
Ready to try sales enablement tools?
At SalesTalk Technologies, we understand the importance of giving our clients the best tools to convert leads and sell to more customers. We offer a whole suite of sales enablement tools in order to accomplish this. They can be easily integrated into your current processes and you will notice the benefits immediately. If you think that your business is ready to take the next step and close more deals, head to our website and request a demo where you can get a feel for just how effective these tools can be.