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.
Many sales reps hate anything that they perceive as slowing down the close. This includes documentation that’s important in order to understand their activity levels. Consequently, introducing any kind of sales enablement software is frequently viewed as either an attempt at micromanagement or just one more thing disrupting the sales team’s workflow.
Sales enablement software, also known as Digital Content Management software, can improve team performance. But how can sales managers successfully roll out and engage their teams in using these new tools?
Change management and your sales team
Even getting most sales reps to use their customer relationship management (CRM) system consistently is a frequent pain point for most sales managers. But with the latest innovative tools, the profession is about to undergo a seismic shift toward new intelligent technology that will improve your team’s performance — if you can get them to use it.
Sales leaders know that using modern technology is critical to maintaining a competitive advantage. But getting knowledge workers to use the technology effectively and consistently is a tall task. There are several things to consider when rolling out any new technology. The sales manager’s primary task is to provide guidance and facilitation of these changes. Let’s look closely at the best ways to ensure that your change management efforts will launch a sales evolution at your business.
5 ways to ensure technology adoption
Your most successful sales reps might be unwilling to interrupt their workflow. Their attitude may be, “If it’s not broken, why should I fix it?” But with the proper introduction, new technology can improve their prospecting efforts and increase their time-to-close ratio.
Sales managers must prove to their team that this switch is worth the time they’ll spend learning new technology. Here are five KPIs for a sales technology rollout:
- Communicate the personal benefits in ways your sales team will understand. Consider the new tech change management process as a reverse sales job; your team will buy-in if you sell them the benefits of the software.
- Involve your team in the vendor selection process. Too often, the vendor selection process fails to include the boots on the ground. The worst mistake you can make is failing to let your sales team try a tool before you buy it.
- Provide one-on-one training. Budget for elbow-to-elbow support after the group training sessions end. This will help reinforce best practices with the new technology and support sales reps who may be KPI leaders but technology newbies.
- Reward adoption of the tool. Sales reps are motivated by the win. That makes rewarding the successful adoption of new technologies important to increasing end-user buy-in.
- Share the successes of early adopters. Sales teams communicate in stories. They’re also competitive. Savvy sales managers can take advantage of these characteristics by sharing the stories of regional sales teams that have had early successes with the technology.
Sales teams are typically more people-oriented than software-centric. This makes the job of the technology rollout team more difficult but certainly not impossible. Some digital content management for sales applications such as Unika make deployment easier by working closely with your team during implementation and helping establish pre-set templates custom to your business.
Why AI sales enablement tools will improve your team’s success rate
Unika is designed to be used and implemented without trained assistance, meaning your environment can be up and running in a fraction of the time compared to traditional intranets or knowledge management systems. Unika’s intuitive drag-and-drop CMS and pre-built page templates allow anyone to build a page, regardless of web development experience. Unika also integrates with common document management systems, and it integrates with dozens of systems, meaning files can be easily uploaded and accessed without custom development.
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.