When it comes to modern business, no one seriously suggests bringing back the telegraph or the slide rule. They’ve gone extinct, replaced by email and Excel spreadsheets. Yet many companies continue to use outdated and inefficient tools, hampering their sales force and weakening their potential revenue. Here are three relics of the business world that should be gathering dust—and here’s how deploying an adaptive sales enablement app can help you thrive.
Paperwork
Once upon a time, before the Internet and smart phones, all business was conducted through paper, scribbled down and laboriously filled away. Yet decades after the invention of the computer, some companies still require their sales reps to do reporting by hand. And even when the reporting occurs on a computer, it can be time-consuming and wasteful. Fortunately, there’s a solution. By linking CRM with a sales enablement app, you can automate all reporting. Ordering and product sharing and tracking are all integrated. As a result, your sales reps will have time to focus on what truly matters: the relationship between them and the client.
Cold calls
Here’s an image of sales popularized by movies and television: the sales rep gets on the phone and gives his pitch to a client he knows nothing about. Not surprisingly, most of the time the client hangs up within a minute. Cold calls have no place in today’s competitive environment. By using a sales enablement app, your sales reps can obtain a 360-degree view of a client before they even pick up the phone. What the client wants, what information they need—these can be yours with the use of a sales enablement app.
Sales scripts
At the end of the day, the most important part of a company is its sales force. They are both at the forefront and at the core. Here’s the question: do you want them to sound like drones, endlessly repeating the same product pitch every day? Or do you want to empower them with customized and relevant information that speaks to each client in a new and compelling way? By using a sales enablement app, you can guarantee that it’s the latter and not the former. A sales enablement app can identify key factors that impact client preferences and can help your sales reps craft a message with lasting, personalized appeal.
Paperwork, cold calls, sales scripts—they’ve had their day. Now is the time to think about using a sales enablement app.
