Digital Tools: the Essential Lever for your Sales Force’s Performance

Digital technology has disrupted our communication methods and interpersonal relationships. Social networks, video conferencing, instant messaging – all tools that have revolutionized how we interact daily. Yet, organizations are still too often reluctant to adapt their operations in response to these major changes. At a time when sales effectiveness depends on perfect timing, responsiveness, and customer flexibility, these new digital communication tools have an immediate role to play at the heart of your sales force.

Fast, fluid, and informal communication with your sales force activates powerful motivational levers. Ultimately, it also leads to gains in efficiency, cooperation, and autonomy. An adapted system using digital tools also positively impacts the quality of social bonds within organizations: it strengthens the sense of belonging and thus the commitment of your sales representatives.

What are the Benefits of Digital Tools for your Sales Force?

Digital technology involves a transformation of communication practices. The 2015 Edenred Ipsos Barometer “Employee Well-being and Motivation in Europe” reveals a striking observation: 3 out of 4 employees report personal use of digital tools but believe they are insufficiently used by their company. This indicates two things: on the one hand, your sales representatives are ready to adopt new digital tools in their professional lives. On the other hand, they see a real benefit in it.

And it’s no coincidence! These tools are changing the geometry of communication within organizations. They encourage a redefinition of cooperation, moving from a communication style that is generally still very “top-down” (descending) towards more participatory, bottom-up, or transversal systems. These configurations are more flexible and promote interaction and sharing. These are two elements increasingly sought after by individuals. This is an important motivational key for new sales representatives from Generation Y, your “digital natives.”

To learn more about the benefits and best practices related to the use of digital tools within organizations, download our white paper “How to create a highly motivated sales team in the digital age?”

Foster Emulation through Communities

It therefore becomes essential to provide your sales force with spaces to communicate more easily. With Incenteev, you can create multiple exchange spaces where your teams can express themselves freely. Multimedia sharing, best practice sharing, comments, or even surveys. More than just communication, you create a real community.

This notion of community is central when aiming to encourage more participatory and collaborative interactions. Establishing exchange spaces linked to targeted issues is a key asset. This allows members of each space to develop group dynamics around a common concern. These spaces enable the group to focus its attention and resources on a specific mission. This prevents other topics from interfering with the exchange, a key issue for sales managers. However, be careful: these spaces must remain permeable. External collaborators should ideally be able to contribute when relevant.

The more frequent interactions are in general, the stronger collective engagement will be. Informal communication will make individuals more comfortable sharing their ideas, a real asset for your teams’ creativity!