Assembling the right team, creating an incredible sales playbook and ensuring that your sales reps always preach the right sales values are all essential. But even the best sales team won’t be competitive without the right sales tools. Whether you’re the new head of sales or have been in the role for some time, you should evaluate your needs at least every year, and preferably every six months. I recommend that you look at your target KPIs, and work backwards from there to discover which technologies can help drive them.
CEO and Founder, Revenue.io
Here are the questions to ask internally:
Once you’ve done that, ask your sales reps what their biggest frustration points are, and where they think they are least efficient. Specifically ask them what they think the biggest wastes of time are.
When you’ve collected that feedback, ask yourself:
Now that you know what your needs are, take a fresh look at the sales technology landscape. Look for new or existing solutions that can help. And most important of all – don’t slow down to speed up. If you adopt new technologies, make sure there is little or zero downtime. Painful and slow integrations will ruin your week, your month and your entire quarter.
For more sales management tips from top sales coaches, executives and bestselling authors, check out our latest eBook The 90 Day Inside Sales Success Plan.
Howard BrownFounder & CEORevenue.io
Howard Brown is the founder and CEO of Revenue.io, the leading RevOps solution for real-time guidance, where he fosters an innovative, fast-growing and collaborative culture. A three-time entrepreneur and former clinical psychologist, Howard’s thought leadership on sales, entrepreneurship and artificial intelligence has appeared on Bloomberg TV, FOX Businesses, Forbes, Entrepreneur Magazine and the Wall Street Journal, and he is a frequent speaker at industry conferences such as Dreamforce and AWS re:Invent. Howard has been listed as one of the 100 Most Intriguing Entrepreneurs by Goldman Sachs, and a top CEO according to Comparably.