You can have all of the technology in the world that can (and will) help you sell better and tackle the ongoing quota problem. Who doesn’t want less emails and more time talking to customers? Or have the precise piece of content that a customer would value? Or shave seconds and minutes off tedious tasks?
All of that can happen in a sales organization today. But it’s all for naught if sales leadership, managers, and reps don’t collectively realize the “people problem” and spend time getting processes nailed down to use technology correctly. Technology — such as CRM, AI, analytics, and more — is the enabler to sales, but it can’t work without total cooperation across the organization especially between sales, marketing, and customer service. Say a lead is scored and handed to a sales rep. If the rep treats all the leads the same, then what’s the point of scoring it? And how about all the data that isn’t entered in a CRM. (I know, I know, who wakes up every morning and says, “I can’t wait to put data in the CRM.”) But the more information that’s entered (either via humans or automation), the more the system starts to learn the patterns of customers and opportunities. Sales reps often don’t realize that when they hold information back from the system, they’re actually hurting themselves because managers don’t have the insight when setting quotas, managing forecasts, and getting needed help in place.
At the end of the day, there needs to be a complete mental shift throughout a sales organization. Don’t hang on to the past when you can embrace the future of selling right now and improve the sales team’s ability to hit and exceed quota.