We salespeople are a competitive bunch. We constantly try to gain an edge on our competition by working faster and smarter. Every day, there seems to be a new sales technology with promises of greasing the wheels and making it easier to hit our numbers.
It wasn’t so long ago that we were using Excel spreadsheets, Post-it notes, and a Rolodex to keep track of our clients. Then we really got “innovative” and invested in a single-user license of Act! or GoldMine to digitize our contact information.
Now we need only reach into our pockets for capabilities such as analytics and artificial intelligence that provide a true 360-degree view of our customers and help us operate more proactively and intelligently.
Sales reps today face unprecedented expectations from all angles.
Internally, sales teams also see a marked change in how their contributions to business strategy and success are viewed:
To meet expectations, top performers turn to enablement tools.
The adversarial relationship between reps and tech impacts adoption.
Successful alignment stems from technology buy-in.
It may come as no surprise that top sales teams are aligned on how they’re addressing customer needs. In fact, high-performing sales teams are 2.1x more likely to be completely or mostly aligned on changing customer expectations. Technology empowers successful teams to achieve this alignment. Top teams have a better understanding of which technologies are needed to succeed in the “Age of the Customer.” Notably we’ve seen that when compared to underperforming counterparts, high-performing sales team are:
“If they don’t have a positive, value-based relationship with the tools at their disposal, companies will never see widespread adoption or realize the full impact of these investments.”