SalesTech: how Can your Sales Teams Use Them to Sell more Effectively?

SalesTech is being adopted by a growing number of companies, drastically changing how sales teams work. From CRM solutions to social media, including micro-learning and gamification, these new digital tools enable more effective selling, as well as shorter sales cycles. How can your sales teams use these SalesTech tools to sell more effectively?

Social Selling: when Social Media Serves Customer Relationships

In a study conducted by the Miller Heiman group in 2016, 71% of top-performing companies reported having integrated social media into their customer relations (compared to 20% of underperforming companies).

This figure speaks volumes about new consumer habits, but also about the evolution of the sales function. Now, your sales force must operate on the digital platforms most frequented by your target audience. Whether your offer is aimed at individuals or businesses, platforms like Facebook or LinkedIn can become real levers for prospecting and sales for your sales teams.

However, digital sales methods like social selling require new skills within your sales organization. The implementation of SalesTech must therefore be planned in advance, right from the recruitment phase of your sales reps, to be truly effective.

Gamification and Micro-Learning: Drivers of Sales Performance

Digital transformation doesn’t just affect your sales teams’ prospecting and selling methods. It also offers you new opportunities to better train your sales force and engage them more effectively.

You can therefore use gamification to motivate your sales teams. By offering them collective and/or individual challenges, you will engage them more effectively while ensuring they meet pre-set objectives.

Furthermore, these sales challenges can be combined with online training efforts, thanks to micro-learning platforms. Again, SalesTech makes learning more engaging, but also more operational. By personalizing the training sessions for your employees, you will be able to meet their specific needs while improving their productivity and engagement.

CRM: Ensuring your Marketing-Sales Alignment

Finally, customer relationship management (CRM) solutions effectively support companies in their digital transformation. They directly foster cross-functional skills, as they enable the alignment of efforts deployed by your sales force and your marketing department.

Indeed, a CRM allows you to visualize the journey of each customer and prospect. By equipping your sales reps with this valuable data, you will improve the productivity of your sales force, but that’s not all. You will be able to identify the strengths and weaknesses of your teams, and adapt your sales and prospecting methods to the new habits of your targets.

SalesTech doesn’t just make your sales reps’ work easier: they improve their productivity, offer you a better market vision, and directly contribute to your company’s performance. And you, when will you adopt them within your sales organization?

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