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How to Build a Kick-A$$ Sales Tech Stack
marketsource.com
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Every organization wants to ensure that the post-sale experience is as delightful as possible for the customer. Ideally, this is a seamless handoff between sales and a customer success organization. Unfortunately, the handoff isn’t always smooth. “Yet, if the handoff is bad, a seller sometimes needs to step back in to ensure that the buyer is receiving the full value of the product or service.” If sales reps are not being paid for customer support or customer success, this becomes an irritation—and more red time.
Our sales teams live by the CRM. Updating it is a non-negotiable must-do for every seller. The CRM runs their days, reduces red time and increases green time—and it works for them because it is built for them. “On our sales teams, people have different jobs. Some are involved in prospecting, some qualifying, some managing accounts.” Here’s the special sauce: Our sales reps don’t have to figure out what to do next—that’s the epitome of red time—because the CRM takes them to the next step. The workflow is built in, so our salespeople sit down in the morning, open their laptops, and are presented with what’s going to happen that day. Everything they need is right there.
No one is born knowing how to sell. Even salespeople with “natural” talent benefit from sales skills training. We believe coaching and training transform good salespeople into great salespeople. As part of our onboarding, we use skills assessment technology and selling scenarios to determine sales reps’ strengths and weaknesses. Our instructional designers can then develop a curriculum to help address any gaps. “For example, salespeople need different skills and acumen for different roles and goals, such as qualifying leads, getting past the gatekeeper, articulating the value proposition, or finding others who are involved in the buying process.” Because we’ve reverse engineered the sales workflow into the CRM, we know which skills are required for each process. Every salesperson has a digital playbook that guides them through the technology required to perform the process most effectively and efficiently.
Sales Tech is Not an IT Job “Sales must own it.” IT departments are busy. They have a huge, far-reaching job that includes the entire organization.
IT departments are busy. They have a huge, far-reaching job that includes the entire organization. “Sales—or sales operations—must have the capability to customize its own technology to meet sales reps’ needs.” Building the Stack
Sales Tech is Not an IT Job “Sales and IT work together hand-in-hand.” IT departments are busy. They have a huge, far-reaching job that includes the entire organization.
“First, we call onbusiness process engineersto look at every process involved in our sales efforts—the inputs, outputs, constraints, and resources.” Our instructional designers then look at the skills and acumen necessary to perform each process at the highest level. They’re skilled at teaching adults how to learn, and they use the right approach for each person to learn to use each piece of our tech stack in the most effective way.
“These engineers break down the sales process and define every piece of it, from end to end.” Our instructional designers then look at the skills and acumen necessary to perform each process at the highest level. They’re skilled at teaching adults how to learn, and they use the right approach for each person to learn to use each piece of our tech stack in the most effective way.
First, we call onbusiness process engineersto look at every process involved in our sales efforts—the inputs, outputs, constraints, and resources. These engineers break down the sales process and define every piece of it, from end to end. “Our instructional designers then look at the skills and acumen necessary to perform each process at the highest level.” All the while, our team of business analysts is looking at how we can improve. For example, if we introduce changes to the sales process, they take before-and-after snapshots of program metrics to measure increases in productivity and profitability. If the ROI is meaningful, we roll out changes where they fit.
Our instructional designers then look at the skills and acumen necessary to perform each process at the highest level. They’re skilled at teaching adults how to learn, and they use the right approach for each person to learn to use each piece of our tech stack in the most effective way. “All the while, our team of business analysts is looking at how we can improve.” Sales Tech is Not an IT Job
Our instructional designers then look at the skills and acumen necessary to perform each process at the highest level. They’re skilled at teaching adults how to learn, and they use the right approach for each person to learn to use each piece of our tech stack in the most effective way. “For example, if we introduce changes to the sales process, they take before-and-after snapshots of program metrics to measure increases in productivity and profitability.” Sales Tech is Not an IT Job
Our instructional designers then look at the skills and acumen necessary to perform each process at the highest level. They’re skilled at teaching adults how to learn, and they use the right approach for each person to learn to use each piece of our tech stack in the most effective way. “If the ROI is meaningful, we roll out changes where they fit.” Sales Tech is Not an IT Job
First, we call onbusiness process engineersto look at every process involved in our sales efforts—the inputs, outputs, constraints, and resources. These engineers break down the sales process and define every piece of it, from end to end. “They’re skilled at teaching adults how to learn, and they use the right approach for each person to learn to use each piece of our tech stack in the most effective way.” All the while, our team of business analysts is looking at how we can improve. For example, if we introduce changes to the sales process, they take before-and-after snapshots of program metrics to measure increases in productivity and profitability. If the ROI is meaningful, we roll out changes where they fit.
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