How Tech Can Boost Sales Team Performance

 
 
By Dennis McCafferty  |  Posted 04-15-2016 Email
 
 
 
 
 
 
 
 
 
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    How Tech Can Boost Sales Team Performance
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    How Tech Can Boost Sales Team Performance

    Companies are spending trillions of dollars on digital sales tools, yet the majority of surveyed sales teams aren’t taking full advantage of these investments.
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    Big Budget
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    Big Budget

    Global 2000 firms spend $2.4 trillion a year on digital sales channels and services.
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    Wide Deployment
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    Wide Deployment

    80% of companies have adopted a core customer relationship management (CRM) system, with most of them deploying these tools throughout all entire sales processes.
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    Tech Template
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    Tech Template

    83% of survey respondents said they use digital tools for “configuration, price and quote” (a.k.a. CPQ).
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    Finders Keepers
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    Finders Keepers

    81% rely upon digital tools to identify new sales leads.
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    Better Bids
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    Better Bids

    80% depend upon these tools to generate proposals.
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    Done Deal
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    Done Deal

    77% use digital tools to capture signatures to close a sale.
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    Poor Reception
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    Poor Reception

    Just 15% describe their sales tools as “very effective,” and only 13% said they are taking advantage of the full capabilities of these tools.
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    Stumbling Block
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    Stumbling Block

    55% view these tools as more of an obstacle to success than a facilitator of it.
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    Overloaded
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    Overloaded

    59% said they have to use too many sales tools.
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    Big Brother
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    Big Brother

    58% feel that digital tools are used more to monitor performance, rather than to improve performance.
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    Bad Fit
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    Bad Fit

    56% said digital tools are not customized to their needs.
 

While companies are spending trillions on digital sales tools, the vast majority of sales teams aren’t taking full advantage of these investments, according to a recent survey from Accenture Interactive. The report, titled “Empowering Your Sales Force: It’s Not Just Automation, It’s Personal,” indicates that most sales professionals feel overwhelmed by the sheer volume of products they use, and most said these solutions aren’t designed to actually improve performance. What they really need, findings reveal, are tech tools which are customized for their specific markets, requirements and preferences. “When designed through the eyes of the sales rep, sales tools can match the way salespeople sell and engage in the customer dialogue—they are no longer just providing features that are largely reporting and tracking focused,” according to the report. “They are personalized, and are easy to use (and) they are dynamic and flexible enough so that sales reps can customize them to their specific needs. The optimal customer engagement is supported by data that, like an engine room, serves up the package of information and insights to influence and engage the customer at each stage of the conversation. How the tools deliver the personalized service, or which technology is used, is irrelevant to the sales force.” More than 800 sales pros took part in the research.

 
 
 
 
 
Dennis McCafferty is a freelance writer for Baseline Magazine.

 
 
 
 
 
 

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