According to sales technology statistics, 77% of sales professionals said that their business is planning to invest heavily in sales intelligence tools. 54% of sales people think that digital sales tools help them win over more prospects. 70% sales professionals considers customer relationship management solution very important for sales teams
In fact, a vast majority (85%) of salespeople have to let go of an important client or push back on the deal due to changes in sales technology or client changing their role in their company or due to the lack of access to automated contact data. All this clearly points towards the influence of technology on sales teams.
Table of Contents
How Information Technology Can Help Boost Your Sales Team Performance?
1. Develop Strong Partnership
2. Align Goals
3. Harness The Power of Actionable Insights
4. Minimize The Communication Gap
5. Avoid IT Jargon and Focus On Outcomes
6. Create a Strategy For Innovation
7. Use New Technologies Carefully
8. Be Responsive and Adopt a Proactive Approach
How Information Technology Can Help Boost Your Sales Team Performance?
Here are some of the ways in which information technology can enhance the efficiency of your sales team.
1. Develop Strong Partnership
54% of respondents said that sales technologies are a great resource for building stronger relationships. Whether you are a mid size business or a large scale enterprise, you need to adopt a startup mindset in order forge IT sales partnership. This means that you should adopt agile principles.
IT and sales teams must evaluate new ideas with mutual consent. Both should understand the challenges of each other and work together to find a solution. The collaborative processes can help you identify solutions that are not only helpful for IT or sales teams but for the entire enterprise.
2. Align Goals
The goals of IT and sales teams do not align with one another which is why they are not usually on the same page. If you want to form a long term partnership and ensure collaboration between both teams, it is important to create alignment between the goals. Establish an open communication channel, organize regular meetings and share updates to minimize the gap.
IT teams can empower sales professionals by giving them access to cutting edge tools, which can allow them to interact with prospects on a wide range of channels. This gives your sales team more flexibility when it comes to choosing the right communication channel when reaching out to prospects. Make sure that all that does not come at the cost of your IT goals.
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3. Harness The Power of Actionable Insights
The biggest advantage of having an efficient technology team on your side as a sales professional is that it can provide you with actionable insights. This allows you to tailor your pitch, offers and conversations according to prospects behaviors and preferences, which can drastically improve the close and conversion rate. The better you know about your customers, the more targeted messaging and offers you can create, which can have a positive impact on the bottom line.
4. Minimize The Communication Gap
Sales and IT teams have different objectives which is why they don’t communicate with each other that often. This needs to change if you really want to use technology to turbocharge your sales process. Communication gap can leave sales teams with mediocre tools, which hinders their productivity and efficiency and negatively impacts business revenue.
5. Avoid IT and Sales Jargon and Focus On Outcomes
Sales teams can’t make sense of the IT jargon and the same goes true for IT teams when it comes to sales related buzzwords. That is why it is important for both teams to avoid using it in meetings and communications. Make it easy for them to understand complex concepts so they can make sense of what’s being said instead of walking out of the meeting puzzled and confused.
6. Create a Strategy For Innovation
If your target is to enhance the efficiency of your sales team then you must understand that it won’t happen automatically or overnight. IT teams are the ones who have to support both top to bottom and bottom to top sales needs. Moreover, they are the ones alerting sales leaders of areas where there is a lot of room for improvements. This allows sales leaders to pinpoint their efforts towards the exact problems and iron out all the inconsistencies preventing sales from achieving their targets.
7. Use New Technologies Carefully
Just because there is a new technology making headlines does not mean that your sales teams must adopt it. IT leaders must decide whether a dedicated server Dallas is actually fruitful for sales or not. Once it gets greenlight from the IT department, it should be implemented with mutual consent and close collaboration. Sales and IT teams should have equal decision-making authority. Ensure that the integration tools are user-friendly and seamlessly fit into the existing sales process, or else the investment may not be worthwhile in terms of time, effort, and money.
Be Responsive and Adopt a Proactive Approach
Customers don’t like to wait. When they ask a question, they want instant and satisfactory responses. That is why sales teams have to be proactive and highly responsive. The longer your sales teams respond to customer queries, the more chances they have to lose customers. Information technology can make the required information easily accessible at the fingertips of your sales team, which makes it easy for them to instantly respond to customer questions..
How is your sales team using technology? Share it with us in the comments section below.
