Technology is transforming businesses and disrupting entire industries, including the world of selling, which has traditionally been categorized as primarily a “people business”. From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago. As a result, top companies and their salespeople are embracing new technologies to drive productivity, profitability, and gain a competitive advantage in the market.
As defined by our sales evaluation partner, Objective Management Group, the Sales Technology Competency measures an individual's ability to successfully leverage CRM, professional social media, and video selling tools. Being proficient with sales tech helps salespeople stay in touch and handle client conversations in a personal and relevant manner. Many sales tools integrate marketing, sales, and analytics data into one convenient platform which helps salespeople see what leads come from marketing and curate their approach to effectively target prospects.
Let’s take a deeper dive into the three-legged Sales Tech stack:
CRM Savvy
Most companies have invested in a CRM tool and using the cumulative data captured within, are able to provide revenue projections for the sales team and understand profitable customer segments. For the salesperson, the CRM is a helpful tool to segment clients into profitable verticals for them to pursue. Some companies are investing in adding market research to their CRMs to help salespeople become industry experts. Additionally, a salesperson can turn to their CRM to review their sales pipeline and determine what needs to be done to further a prospect in the pipeline. Bottom line, successful salespeople today understand the importance of their CRM and embrace it as a necessary part of their sales process.
Social Selling
Social media platforms, when used strategically, can expand reach and enhance brand visibility. Focusing in on LinkedIn for example can help a salesperson develop a profile to attract the right target, follow and reach out to specific titled individuals and companies and share their professional knowledge in group discussions. LinkedIn is essential for any B2B professional. Most companies have also invested in some level of email and use automation tools to ensure consistent communication, nurturing leads through the sales funnel. In many cases a salesperson is able to see the “footprint” of the prospect as they consume content on the website which provides information as to their needs and interests. Success in today’s world, requires a passion and experience using social selling tools for business development purposes.
Video Proficiency
Video conferencing tools, such as Zoom or Google Meet, help salespeople communicate with prospects and customers in a more personal and engaging way. Video conferencing is very common today and it is essential for a salesperson to be comfortable using the technology. Video can help build rapport, demonstrate products or services, and address objections or questions. Companies have invested in video technology for salespeople to use as conferencing tools to conduct webinars, demos, or training sessions for prospects and customers. Video conferencing can also help managers communicate and collaborate with their sales team and share best practices and feedback. Bottom line – video is here to stay and successful salespeople utilize various video options as a regular part of their sales activity.
Mastering the use of Sales technology can seem overwhelming due to the many options available, however the companies and salespeople who identify the right channels and use them consistently to build a voice and a brand are able to differentiate from their competitors and achieve sales excellence. A salesperson’s focus is always about better understanding their prospect’s business, industry, challenges and aspirations for growth and effectively utilizing sales technology can help them along this path. In fact, it could be said that salespeople who use outdated sales approaches may become obsolete. Sales leaders must help their team find and develop the resources and skills needed for sales tech competency.
