We are living in a business world where almost every process can be improved with technology — and sales is no exception. Have you embraced technological tools so your sellers can better understand who your leads are, how to approach those leads with knowledge and confidence, and move them efficiently through the sales cycle?
In order to gain the benefits of these tools, you must understand what they are and how they work. In this post, we’ll cover some of the groundbreaking technologies that could encourage your sellers to start generating better results.
1. Customer Relationship Management (CRM) Software
Most sellers work best when functioning as part of an integrated system that includes sales, customer service and marketing. It is essential for these three customer-facing components to work together to make sure leads advance productively through the sales funnel.
In order to ensure success, consider a CRM software platform that allows different users from across the company to track and reference customer interactions. As a result, your sellers can use the CRM system to know what messages leads have already heard from your organization. This will help them decide how to approach the lead to keep the relationship progressing at the appropriate rate.
2. Configure Price Quote (CPQ) Software
Setting accurate prices quickly based on changing market conditions is often one of the hardest things your company has to do — prices should be low enough to remain competitive, but not so low that they eat your profit margins.
In the past, setting prices was usually done through guesswork and intuition. Now, with CPQ software, that no longer has to be the case. CPQ software can give your sellers all the business data they need to quickly configure a price they can feel confident about. In addition, they can provide quotes to their leads quicker, which may increase the likelihood of closing the sale.
CPQ software also tracks supply and demand so that you can accurately predict prices. This means your sellers will be more equipped to determine whether a particular deal makes sense for the long-term profitability of the business.
3. Mobile Devices
Empowering your sellers to use mobile devices makes a lot of sense for one key reason: most of your sellers are likely frequent mobile users in their personal lives, meaning they are already primed to make the most out of the possibilities that mobile offers businesswise. In fact, you may even be able to institute a BYOD program that delivers the best of both worlds for everyone involved: sellers get to use their personal devices, while your organization can avoid making a significant new investment in equipment.
Particularly useful for sellers, mobile devices can organize information in one place. This could include everything from performance data to client references. Expecting sellers to carry hard copies of all these things is impractical. Instead, they can access what they need directly from their mobile device, allowing them to be more organized and self-assured in front of their leads.
As a sales manager, everywhere you look there is new technology available to help your sales staff close more deals and drive more revenue. Explore some of the technologies described in this post, and see how they can fully benefit your organization today.
Ron Mouw is the Vice President of Business Development for Chicago-based company Configure One. Mr. Mouw has served in this position for the last 15 years, and is a graduate of the United States Military Academy at West Point.