When it comes to sales, there are a lot of tech solutions out there that claim to help reps sell more, sell better and do it all in new ways. But let’s be realistic – technology for sales reps needs to do two things: make them more effective and more efficient. What does that mean for your reps? Let’s look at how you can streamline the sales process with smart sales enablement tools.
Improving Sales Effectiveness
You want your sales team to be as effective as possible. But what does effectiveness look like? Ideally, reps should be able to close more deals with fewer phone calls between meeting with new clients and signing a contract.
The best way to achieve this is giving reps the right tools, including:
• Accurate, up-to-date content
• Diverse, compelling materials
• Content tailored to your customers’ needs
• Materials for each phase of the buyer’s journey
But when you give them high-quality content, you also have to ensure access to it without searching inboxes or requiring internet connectivity. Reps need always-on access to be effective, especially when they can’t get online. Give them what they need for any question a prospective client might have, and their conversations can cover more ground in a single meeting.
Better Sales Efficiency
Even when you streamline the sales process, some tasks can’t be avoided. To make reps more efficient, they need ways to accomplish these tasks faster than ever before.
Ask your reps, and they’ll tell you meeting prep eats up a lot of time. Take away the hassle, and you’ll make them more efficient. When content is easily accessible via a mobile app designed with your team, clients and products in mind, reps can skip prep work and go right to the presentation. No longer do they need to prep by locating, downloading, and bundling all the right files ahead of time.
Your sales enablement tool should also eliminate manual data entry into your CRM. With real-time analytics after each interaction and custom reporting, your team can reclaim critical time for what they do best – selling.
When you empower reps with sales enablement tools, they’re free to focus on closing deals. Just as important, cutting time spent organizing, finding and sharing sales collateral reduces delays and slashes the length of the sales cycle.