As the modern world begins to incorporate technology into most of our routine activities, the sales world is beginning to embrace that reality. Many sales organizations are keen to embrace this advantages of new technology, but some are still hesitant because they don’t see how technology and analytics seamlessly fit into their current processes. In reality, some things will change with the addition of sales technology, but the changes usually just decrease the time it takes to complete these everyday activities. To go into detail, we can view how sales technology improves the standard sales meeting.
Before the sales meetings, managers are typically finalizing the agenda for the meeting and compiling metrics that they want to discuss with the sales team. For a manager, in order to compile the data that represent how the sales team is performing, they have to first make sure the data is up-to-date and then build a report that clearly lays out the weaknesses and strengths. Great sales technology updates in real-time and keeps a sales manager informed of deals without updates information or parts of the sales process that reps struggle with while they are still small problems. The functionalities that help with sales management include intelligent alerts, sales rep profiles, and sales process analytics. Managers use the alerts to request updates from their reps on deals with missing next steps, check the sales rep profiles to see how individual reps perform through every stage of the process and against certain prospects or competitors, and are able to analyze how well their sales process is being followed by the entire sales team.
Reps are usually going through their deals and getting ready to discuss which deals they believe will close and which need a good amount of work. This involves digging through the CRM and being able to quickly sift through a decipher notes from all the sales meetings that they’ve had with their prospects. Once they identify their best and lagging deals, they need to make sure the information is up-to-date so that when the manager drills them about their deals, they’re ready. In order to help reps with this, sales technology often offers opportunity scoring and the ability to do mobile updates. That way all they have to do is sort the best and worst scores, check which deals are trending downwards, respond to any alerts for missing information, and be ready to go for the meeting.
In the meeting, everything is running against the clock. CSO Insights postulates that sales reps currently only spend 33% of their time actively selling. As a sales manager, you want to make sure that you stick to the agenda and that your agenda includes the concerns that your sales team has brought to your attention. During the meaning, with sales analytics, the team can spend less time explaining their deals and more time talking through ways to address the weak points in their sales process.
Now that the meeting is over and the deals in each rep’s pipeline have been discussed, reps can now return to selling and implementing the adjustments made during the sales meeting. Sales managers can now look at the forecast with more confidence in knowing what’s realistic when it comes to hitting the forecasted number for their sales period. With sales technology, they don’t need to continuously check in on the reps to see if their deals are progressing as they should. Most high-end sales technologies can accurately predict the probability that deals in a rep’s pipeline will hit the forecast without having a manager constantly asking for updates.
Sales technology just lessens the amount of time it takes to identify and solve challenges. The best sales technology gives you analytics, increased the ability to gather and utilize data, and a better way to be informed of issues that occur with everyday selling. Sales tools aren’t meant to replace your current way of selling, they are meant to help make problem-solving faster and more easily monitored. The modern sales meeting should give your sales team a significant amount of more time to sell.