Let’s face it: sales organizations invest in a lot of tools.
For all the salespeople out there, think about how many portals and systems you’re expected to log into every day. If you were to tell me a number below 7, I probably wouldn’t believe you!
Though it’s easy to feel bogged down by technology, it’s actually a god-send. Can you imagine reverting back to finding names in a phone book or managing contacts in an address book instead of accessing them in CRM? High-five to all the salespeople out there who lived through these days – as a millennial and digital native, I feel blessed to have dodged this bullet!
Sales technology is evolving. Is your tech stack keeping up?
Many companies that decide to invest in sales technology begin with an investment in CRM … and then pause until CRM is well established before adding additional tools to the sales stack.
CRM is no doubt a strong foundation when it comes to purchasing sales technology… But it’s not enough. These systems are predominately built for salespeople to track interactions during the customer lifecycle – and for sales leaders and sales ops to audit seller behaviors; they alone do not improve what actually happens during these engagements.
Fortunately, the market has shifted since the introduction of CRM in the 1990’s. Nowadays there are tools that pick up where CRM leaves off that help sellers maximize customer engagements at each step in the buying process (not just keep a record of them).
It’s time to add “systems of engagement” to your sales technology stack.
To be disruptive in the sales process, you need to compliment “systems of record” like CRM with technologies that are customer-facing, interactive, and personalized.
“Systems of engagement” like Sales Enablement ensure that your salespeople have the tools they need to boost customer engagements… and properly equip champions to sell internally on your behalf.