5 min read

Keeping Up With Sales Technology

By Evan Patterson on December 8, 2021

The sales technology stack is a seemingly endless category of growth. This can often make onboarding new sales reps, especially reps that are early on in their careers, a difficult and complex hill to climb.

 

Oftentimes the biggest challenges stem from remembering which system is the go-to for what data or process and knowing how to use each system. To make things more complicated, some systems may refer to some objects or fields as similarly or completely different to competing or complementary products. This and more just severely handicaps product adoption.

 

How can sales organizations minimize the negative effects of ever-changing sales tech stacks and boost product adoption, improve onboarding, encourage collaboration, support accountability, and generally increase overall sales enablement?

 

We’re going to unpack some strategies and concepts that are important to note as you build (or rebuild) your sales technology stack in today’s digital selling world.

 

Your Digital HQ

 

According to Slack, users have the application open across one or more devices for at least 8 hours per day. Regardless of hybrid, in-office, or remote-work preferences, it’s clear that business messaging applications like Slack and Microsoft Teams are becoming the central hub for where work gets done; especially in sales.

 

When building out your technology stack, it’s important to understand that no matter how hard you try, your sales reps will still more than likely spend a large amount of their day, if not the majority, interacting with Slack or Microsoft Teams. Your technology choices outside of that, whether they be Salesforce, MS Dynamics 365, Zendesk Sell, Outreach, HubSpot, or more, need to factor in this new reality. By going where your users are, the more adoption the products you’re using will get and the more revenue your sales team will generate.

 

Bringing Work Into Messaging Has Its Perks

 

As you consider users in your workflows, you must uncover ways to reduce context shifting from Slack or MS Teams into these other important go-to-market (GTM) systems.

 

Improve Collaboration & Accountability

 

By bringing important data from the CRM into your company’s messaging app, you can ensure that all of the necessary parties remain “in the know” on what’s going on. For example, notifying account teams on recent changes to a high-priority opportunity in motion, 

 

As a result, you can ensure that executives and other stakeholders can chime in and collaborate whenever they’re needed.

 

Team-Selling

 

Increased collaboration and visibility allows for improved accountability, which reduces mistakes during the buyer journey, as well as the potential for larger deal sizes, thanks to collaboration and information exchange amongst internal contributors, whether it's another individual contributor (IC) or a higher level executive and stakeholder.

 

When sales reps are able to collaborate and hold each other accountable, they learn and gain skills  that will further enhance their sales repertoire; thus making your sales team an even better revenue driving machine in the long-run.



Product Adoption

 

Whether it’s your recently-started sales rep or a team of seasoned professionals, introducing a new piece of sales technology always comes with an adoption phase. 

 

On an individual level, success varies.

 

It’s often difficult to gauge where those varying levels of product adoption success lay without direct insight into who’s doing what, when, and how. It’s important to understand this information: not so you can play “big brother” and watch over your team like a hawk; but to understand the ways your users are working so that you can help them learn how to work even better or even understand if your technology stack is helping them.

 

With so many systems in place that reps need to learn how to use and move to and from, this problem can seem very messy from up top. That’s where productivity technology like Troops comes in as it not only provides for workflows for these tools to be built to help make them easier to use (we’ll go more in depth on this later), but it allows you to clearly and accurately see the adoption levels of each tech as well. 

 

This uncovered information will allow your sales organization to make smarter choices regarding sales technology going forward as you’ll have a clear picture of how your sales reps actually do work within each of these systems. 

 

Improving the Day-to-Day

 

Sales reps, without a doubt, have a lot to remember. This can seem even more daunting for brand new reps.

 

Entering important notes from meetings with prospects, doing account research, keeping accounts in Salesforce or Outreach updated, and attending meetings are just a few of the day-to-day activities sales reps juggle. 

 

The wide variety in tasks inevitably means that there’s a significant amount of room for error. This phenomenon is often exacerbated by the fact that sales reps typically work independently and have the entire processes and workflows left to them to do on their own; with the exception of the occasional (and dreaded) ping from their sales manager.

 

This could be improved by spoon-feeding the workflows in an easily actionable way to where sales reps spend the majority of their time; which as we previously noted is in Slack or MS Teams. 

 

When sales reps finish meetings with prospects, having an in-app message that enables them to go step-by-step on updating each record in the CRM that’s necessary to be updated ensures that they never forget to do so and that they do it while the information is fresh in their mind.

 

img-trial-sales@2x

 

Making it simple and fast for your sales reps to go through regular daily workflows makes them less likely to forget important information and key tasks. 

 

Where To Begin

 

Begin by evaluating your current position. Are you building your sales team out for the first time or are you looking to revamp?

 

Either way, Troops is here to help as we’ve helped hundreds of sales organizations make workflows more human-centric and ready for the digital selling world. Try Troops for free for 30 days, no credit card required, here.

 

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Evan Patterson

Written by Evan Patterson

Content & Community Evangelist at Troops

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