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Posted By ECT News Network on 06/20/2019 in CRM

Technology to Make Your Sales Team Happier

Technology to Make Your Sales Team Happier

By Duncan Stockdill 

Let's face it: Money is essential for companies to grow. Without revenue a business can't pay employees, create product, service customers, or pay the light bills. So, at the end of the day, making money is a key factor in running a business. Many businesses depend on sales teams to make this happen. Their job is to sell the product and bring in revenue. So having a strong sales team in place should be a top priority for any company.

What makes employees more productive? Generally a good work environment that keeps them happy. This makes them more successful, bringing more money into your business. One of the things that will help your sales employees do their job is technology that optimizes their time. According to a 2018 survey, sales reps spend more than 60 percent of their time in sales technology. That's a lot of time on “admin” stuff versus getting out and talking to people and selling a product.

Businesses need to make sure they're spending the money upfront for the right kinds of technology for their sales people. These need to be things that will help them grow, maximize their time, and do their jobs the best they can. When thinking about what types of tools will do these things, ask the following questions.

Are Your Employees Utilizing All the Features of Your Current Technology? 

When thinking about tools used by sales teams, customer relationship management (CRM) likely comes to mind. Gartner predicts that by 2021 CRM will be the single largest revenue area of spending in enterprise software.

Businesses often find themselves stuck due to out-of-date software that restricts their ability to update processes and grow their team. CRMs are beneficial and necessary, but they require training and adjustment. Each new software implemented requires more training, which takes time and resources.

Don't just think about what you need now. Think ahead to where the company is going, and find a solution that can stay with your team through every growth stage, from two employees to 200 to 2,000. This means something that allows users to be easily added and managed. If a CRM can't keep up with a growing sales team, then time and money are going to be wasted as new software is constantly being changed and implemented.

What Is the Experience Like for Your Users?

Sales teams spend a majority of their day working with social prospecting, data and list services, email engagement, phone, and sales cadence. Whatever the tool, whether it is the CRM or a lead generator, consider the user experience. If software is going to be such an integral part of their day, sales people can't afford to not understand how to use it.

Everyone on your team needs to know how to use all the features of the CRM. If you're paying for a system with 20 features but your team is only using a few of them, you're wasting money. For example, CRMs, just like businesses, come in all shapes and sizes. Choosing a CRM that's not flexible or has too many or too few features will weaken the user experience.

If you're an SMB starting out, consider software options specifically designed for SMBs. Surveys have shown that CRMs are the biggest frustration for sales teams. This is due to poor user experience and complicated software. Finding an easy-to-use CRM will save time and money, and help keep the sales team happier -- and who doesn't love happy employees?

Can It Integrate With Other Tools?

Finding tools that easily integrate with other services that a business is already using is critical, particularly with CRM. The benefits of a CRM are maximized through integrations. In the CRM, these integrations are a means by which customer relations are solidified, data is transmitted, and statistics from key sources like email marketing are drawn in.

When everything is pulled into the CRM, it will become a central place to access one holistic view of each customer. This will further enable team members to better individualize their sales efforts and hopefully close more deals.

Keeping employees happy and building a strong sales team is not an easy process. Putting in some work on the front end, like finding technology that helps make your employees' jobs easier, will help your team succeed and your business grow.

Focus on options that are scalable, have a solid user experience, and integrate with a variety of tools, and you'll be on your way to more revenue.

About the Author
Duncan Stockdill is a founder and CEO of Capsule. He oversees marketing, product and design decisions. Capsule provides a customer relationship management (CRM) SaaS platform that helps businesses stay organized, know more about their customers, build strong relationships, and make the most of sales opportunities, all while minimizing user input.


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