Sales Technology to Help Boost Your Team

Technology has a big part to play in the way businesses work, revolutionising operations, streamlining processes and helping them work more efficiently and effectively through automation and data insights. This is especially important in a sales industry where productivity and efficiency are key to success, and where having access to the right insights and learning can make the difference between success and failure.

Adopting the latest sales tools for your team to use can seem like a daunting step to take, but in reality, it won’t hugely change the way they work. Instead, the use of AI can enhance the processes and systems in place, giving your team more time to focus on existing and potential clients, allowing them to develop their skills and giving them the best chance of success. Some of the benefits of using the latest sales technology include:

• Improving client experience/journey
• Encouraging efficient and collaborative working
• Achieving a competitive edge
• Enhancing interactions
• Improving training and learning

Discover some of the leading sales technology that could help boost your sales team and start reaping the benefits with Pareto.

Improving sales skills

In sales, everyone has their own unique approach when it comes to interacting with potential clients. However, in any sales team, there will always be some who are more successful than others. Harnessing what it is those successful people do can be paramount to success, and the right software can allow you to do so, as well as giving you the ability to pass that knowledge on to the rest of your team.

One example of such technology is Refract, software which seeks to drill down into success and spread the right methodology across your team. Refract’s AI works by analysing what your sales reps do and how they interact during their dealings with potential clients. From there, it can work out what success looks like and what processes help to achieve these outcomes for your business.

Once the AI has determined what drives success, it can be used to narrow the gap between the highest performers and the rest of your team. It shares those successes and tips with sales reps, encouraging them to learn from those who are performing at the highest level, as well as giving managers the opportunity to spot key moments in the sales process and define best practice in a far more efficient way.

Successful pairings

Upskilling the people in your team is an important step in finding success for sales managers, but it’s also important to know who the best salesperson is for any sales opportunity that comes in.

One factor that is hard to control when it comes to sales success is simply how well people connect with each other, which can be a significant factor in the success of a sales call. Without technology, pairing the right customer with the right salesperson can be nearly impossible, but advancements in AI in recent years have made this a reality.

For example, Afiniti’s Enterprise Behavioral Pairing™ software works by analysing patterns of interpersonal behaviour, the subtle way people talk and interact, to identify the right person for any sales call. Through analysis of millions of interactions every day, the software uses machine learning to effectively determine who to pair with a potential client to achieve the best chance of a successful outcome.

The skills of individual people in any team are obviously still vitally important when it comes to a successful sales call, but by using pairing technology, managers can give their employees the best chance of success from the off, ensuring they are interacting with people they are most likely to connect with.

Using automation

Automation is one of the most important sales technology developments in recent times, designed to improve team efficiency and take some of the more time-consuming tasks away from sales people.

Automation technology aims to cut those tasks down by standardising processes across the whole team, as well as automating some that may have previously been manual, such as scheduling in sales calls, allowing your team to spend more time on the things that matter.

Sales automation technology can also be used to calculate potential upsells, cross-sells and leads based on past data and results, boosting your team’s ROI over time, as well as reducing the amount of time they need to spend on these tasks.

There are plenty of sales automation tools available to improve your AI, including Outreach and Hubspot, which gives you insights into prospects and automates tasks such as emails and scheduling of meetings to allow your team more hands-on time with the people they are selling to.

Introducing CRM software

If there’s one tech sales tool to have in your arsenal, it’s CRM. As one of the biggest in the industry, with over 74% of businesses in the US using it[1], it’s incredibly effective and adopting this software can help you stay ahead of competitors and boost your sales team.   

CRM stands for customer relationship management - extremely useful software for sales that tracks your team’s interaction with potential and existing clientele. This can help your team to:

• Communicate effectively: CRM can help your team save time searching through emails and ensure they’re all on the same page.
• Track sales interactions: It automatically logs calls, emails and meetings, so your team can easily track and manage client interaction.
• Forecast client calls: Your team can conveniently check when they last followed up with a client and when its time to reach out.

While implementing the latest sales technology into your team is important, it’s essential you understand the various sales tools and their services, to get the most from them. Recruiting an I.T or technical specialist with Pareto can help share this technical know-how around the team and effectively implement these changes across your business.