Before the advent of technological advancements in the sales process such as various sales enablement tools, sales reps used to operate as lone-wolfs. They would either generate their own leads or wait for aggregated leads to be sent to them from the marketing department. From there on out, they would start the communications process all on their own, conducting customer research and figuring out what content would be most relevant to present to the prospect.
We are witnessing a paradigm shift in today’s top performing sales teams. World-class sales reps are becoming more and more aware of the need to work in collaboration in an effort to implement best practices, harness collective intelligence and gain new insights into customer behavior. Sales collaboration means gaining a greater opportunity to win customers by making it possible to deliver a flawless sales experience that exceeds customer expectations.
The difference between Best-in-Class performers and lagging competitors is that Sales is able to tap into the collective knowledge of the department and work to better deliver the right content to prospects as a result of the insight gathered by each sales rep. Staying a step ahead means having sales reps work in collaboration in an effort to find the best ways to execute the most effective sales strategies. With instant access to data and customer insights, the sales team can proactively respond to buyer needs and sales trends.
Mobile Sales Enablement
Ensuring that every sales interaction counts, companies that employ mobile sales enablement are being armed with customer insights like never before. Mobile sales enablement allows sales reps to gather customer intelligence from the entire team. It becomes easier to answer questions such as:
- Which content had the most affect on the customer?
- Which follow-up email had the most impact?
- How many times did it take to go in for the face-to-face interaction before the deal was closed?
All these questions and more help sales reps make their numbers, improve win rates using better insights, and exceed sales targets.
Sales collaboration has the ability to combine the information and processes needed to enable sales reps to drive revenue. By aggregating information from things like multichannel marketing tactics, sales reps gain real-time access to customer information, and gain this information anytime and anywhere using a mobile device.
It is the process of collectively gathering data on customer needs that becomes an essential part of the sales enablement process. Giving feedback, rating content, and using full analytics on what people are looking at during a sales call or in the follow-up stages allows sales teams to implement the most useful and critical content at each stage of the sales cycle.
