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PRODUCTIVITY
Be On The Lookout.
The primary goal for most sales enablement tools is to eliminate or decrease the time a sales rep spends on manual and repetitive tasks.
It may seem obvious but without sales enablement and prospecting tools, reps are forced to spend the majority of their time on administrative or follow up tasks instead of being in front of prospects.
Some sales leaders might argue that these types of tasks are part of the job, but here’s the reality.
Reps with the proper tooling can generate more pipeline and close deals faster than teams who don’t use prospecting platforms.
Ask any good craftsman and they’ll agree that quality work requires quality tools.
Below, we’ve compiled 4 common business challenges & priorities that suggest it’s time to consider investing in additional tooling for your sales team.
If any of these sound familiar, we’ll give you plenty of places to start looking for solutions.
While some organizations have the capital to hire more sales reps to hit revenue targets, many organizations look for alternative ways to improve the current team’s performance. Why? Most Startups and SMB’s want lean growth which means that hiring more reps or top talent isn’t always an option.
If your organization isn’t currently using technology to make reps as productive as possible, implementing a prospecting tool is an easy way to increase output while maintaining the same level of overhead.
And when we are talking about output, we mean 4x more output per rep!
This can include streamlining the way your team:
Potential buyers today want to be engaged differently than ever before.
Here’s why these methods are no longer effective:
The fact is that today’s sales prospecting tools allow reps easily find and validate emails in seconds. So why make reps do this manually when technology today can do it in real time?
Similarly, sales automation tools can send automated email cadences to prospects and track open rates, click rates and reply rates. Without this information reps have no idea what is working or not to increase conversions.
That said, we already know today that top-performing companies are twice as likely to have automated sales processes.
So what’s holding you back from eliminating thess daily challenge for your sales team?
Email automation platforms provide visibility and reporting so sales reps can optimize results. More specifically I am talking about providing reps the ability to see the deliverability of their emails, the open rates, click rates and reply rates.
Why does this matter?
Here are ways sales reps can leverage email tracking and reporting when an email campaign has:
From the examples above it’s very clear to see that without a sales reporting tool, outbound reps are operating blindly and unable to understand how to improve their email outreach to set more meetings.
You may be familiar with Salesforce’s research. According to their studies, 50% of sales time is spent on unproductive prospecting.
The implications of this?
In other words, for every hour that a sales rep without the right tools spends prospecting, they’re wasting 30 minutes. And if that rep spends even just 5 hours a week prospecting, they’re wasting easily 120 man-hours per year..
Ouch.
So, it’s really no surprise that 79% of polled sales execs agree that in order to hit sales targets, they have to improve productivity with their current team.
Let’s be very crystal clear on the takeaway here..
In order to achieve revenue (and take-home pay) goals, teams & reps HAVE to increase their productivity levels.
And just because you’re busy or you’re working hard, it doesn’t mean
Let’s isolate the real root causes of low productivity.
For prospecting, it stems from:
Does this sound like you? Are you tired of being “busy,” but not really being productive?
Well, here’s the bottom line.
If you’re finding yourself spending excess time on these activities – and you’re disgusted with leaving potential on the table – then it’s time to adopt a Sales Engagement Platform.
"Are you tired of being 'busy,' but not really being productive?.. then it's time to adopt a Sales Engagement Platform"
Next Steps
There is no time like the present to enhance your sales rep’s performance!
Whether you work for a big organization with an established brand or a startup company that is trying to launch, there is no getting away from aggressive growth goals.
The beautiful thing about SEP’s is the fact that they’re applicable for so many use-cases. Just like CRM’s and marketing automation, they bring value in to so many.
It’s just a matter of finding the answer to the question.. “Which one is right for me?”
And that question is one we hope to help you answer.
Founder, CEO
January 15th, 2020
Co-Founder
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