How to drive performance in the digital age?

How to effectively drive performance in the age of digital tools?

Asking the Right Questions for a New Enablement Tool

Enablement is a major challenge for any sales organization that wants to stay in the race. In the age of connected tools and Artificial or Augmented Intelligence, sales professionals have access to an increasing number of interfaces, dashboards, applications, and software to track their performance. However, many of these platforms have failed their initial purpose: to increase performance, and have even produced the opposite effect (according to this Accenture study).

Driving performance primarily depends on the tools one uses, and today the choice is vast.

The choice of a digital solution has therefore become very complex at a time when business software and applications are abundant. The risk of making the wrong choice is greater, but this should not paralyze decision-making: providing the right tools to your sales force is too important in a context of ever-increasing objectives and performance. To begin this reflection, we must ask ourselves these 4 questions:

1. What does the tool integrate with?
2. What are the strengths of this solution? (Speed, ergonomics…)
3. Does it meet a specific need or does it overlap with another tool?
4. Does it foster collaboration or silos?

Of course, a single software will probably not be enough to cover all the needs of a sales or marketing team. The key is to choose one that integrates with others, to foster the creation of a systemic and easy-to-use tool ecosystem. These are the technologies that save organizations time by automatically synchronizing data and freeing up sales professionals’ time for more productive tasks. Furthermore, technology is not meant to complicate our lives; quite the opposite. Therefore, we should not endlessly multiply our digital tools, solutions, and interfaces. We can simplify our processes by carefully analyzing the tools we want to integrate into our work environment against these two imperatives:

• Does the tool, solution, or software easily integrate with those I already use?
• What is the future of this tool? How will it evolve? Within my organization and independently? Is it developed by a stable company?

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