This blog is part of a series focused on Sales Enablement, a modern business solution designed to help sales and marketing teams sell more effectively using information, content, and tools. Each blog will focus on a topic in the technology space that can help sales and marketing become more efficient.
Today’s sales reps are mobile, often separated regionally by thousands of miles. They work remotely and frequently must travel to find the best leads or close the biggest deals.
When sales teams are dispersed, they often miss critical corporate announcements, learning opportunities, or ways to improve the sales process. This creates inefficiencies and extra work for the sales manager as they attempt to get the most out of the sales team. But technology can bring sales teams back into the fold, providing a cohesive voice and standardized tracking metrics for traveling or disparate teams.
Dispersed teams create a scattershot sales approach
When a sales team is physically separated, communication becomes difficult. A sales manager may find out after the fact that prospects weren’t vetted correctly, request for proposal (RFP) documents include inaccurate information, or new customers have unrealistic expectations about a product or service.
Communication is key to keeping sales teams engaged and informed. From changes in products or pricing to industry trends, internal procedural shifts, and corporate news, the communication from a sales manager to a geographically scattered sales team must be helpful enough to aid sales reps in closing more deals and concise enough not to bog them down with unnecessary information. But how can you be sure that a traveling sales rep not only reads or watches your communication but also retains the info and applies it in the field?
The latest technology can help
The art and science of selling are also about communication. But what information do your sales reps have access to? Today’s sales enablement tools can answer this question and help keep teams on track. One online portal can serve as the physical hub for a dispersed team.
The benefits of a sales enablement tool include:
- Distribution of sales content to educate prospects and customers or influence a buyers’ decision-making process.
- Effective communication of the sales process and standardized procedures to expedite new rep onboarding.
- Easily share past winning proposals to set reps up for success.
- Sales teams stay informed on new products and services, engaging and up-selling customers.
- Content distribution to partners.
- Reduced time searching for relevant assets.
- Reduced rework by leveraging existing knowledge.
- Internal experts can be found quickly to help answer hard questions.
- Quickly build a product or service pitch.
- Ability to assemble a proposal pursuit team.
Many sales managers are skeptical that one technology tool can accomplish all of these tasks. Most sales teams use multiple platforms for training, sales tracking, and prospecting. The new generation of sales enablement software brings many of these functions under one powerful digital umbrella. It’s a game-changer for sales managers struggling to get their dispersed sales team all on one page.
One hub for sales enablement
Technology solutions can dramatically transform sales communication. Unika’s sales solution can do everything from reducing the time it takes to do tedious tasks to improving close ratios and increasing the accuracy of your pipelines.
Sales enablement software, also known as Digital Content Management software, is built to establish and deliver consistency, increase efficiency, and gain valuable insights from your team and clients. These tools can deliver communication in ways that make sense while providing intelligent search tools to cut the time your sales team spends hunting for information. They also track analytics to measure activity, allowing leadership to make better decisions around the information their company distributes to sales reps and customers.
Unika’s sales enablement software provides sales teams with a single platform to get instant access to deal winning information, help deliver an effective onboarding process, continuously train sales reps, enhance content visibility, and ultimately help organizations sell more. If you’re worried about the effectiveness of your dispersed sales teams, Unika can help.
Unika was built to help organizations easily create, discover, and use knowledge to enhance employee productivity and increase business outcomes.
Leverage your organization's collective experience for better decision making; easily search for internal experts by skill sets, industry expertise, and more.
Unika’s Intelligent-Knowledge-Assistant searches through your Unika environment and other connected systems to help answer FAQs, find people, find assets, or support complex research scenarios.
Create easy-to-read profiles that include biography, skills / expertise, employment history, certifications, affiliations and other key information about your employees.
Organize and populate knowledge into a consolidated page that can be shared internally or externally with clients.
Deploy knowledge campaigns to inform employees about active pursuits, new clients, or firm news.
Connect your document management systems, CRM, and other popular applications with ease and confidence.