You can’t be in every sales meeting – nor should you. But when reps are out in the field, only they know how the conversation unfolds. From the office miles away, you have no idea whether they’re actually using the content and tools marketing spent time and money developing. Far too often, your investment in that content may be wasted if reps aren’t utilizing it correctly.
With a sales enablement tool, like StorySlab, you’ll have visibility into exactly what content reps are using and how they’re using it. Is this level of oversight really necessary? Only if you want to get the most from your content and your reps. Here’s why.
Protect Your Investment
By now, you’ve probably invested a significant amount of time, money and effort into various content, procedures and software for sales. You specifically implemented all that to make sure your reps can work as efficiently and effectively as possible. So, naturally, it can be disappointing when you find out they aren’t actually using them.
If that’s the case, your next step is to find out why they aren’t using them. Does the content fail to deliver what it promises? Have they discovered a better tactic on their own? There’s a good chance the reps won’t come to you first and tell you this. Having visibility can help bridge that gap and bring any potential issues to the forefront right away.
Good Data is Key
Sales enablement is all about honing your reps’ strengths and finding areas of improvement to work on. Depending on the tool you’re using, it can even learn patterns and offer suggestions to increase productivity. But in order for this technology to work, the data its being fed has to be an accurate depiction of what’s actually going on in the field. Only then can it make your team more effective and provide a better return on your investment for the work being done.
Get to the Bottom of What Your Reps Are Using
When you can see what outside sales tactics are used, you can get a good idea of how your top performers find success. This transparency can be especially valuable for other reps looking for ways to increase their own performance. Not only does it benefit you, but also every individual team member in the long run.
This transparency is one of the most fundamental features of StorySlab, as well as one of the most influential. When reps are in the field, they can show and share content to prospective clients offline and on their mobile devices. At the same time, all this information is being sent to you to help you track analytics with meaningful results.