Sales technology is booming. At least that’s what tech reports say all the time. From 2016 to 2017, sales professionals expectations for technology investments in their companies increased from 36% to 55%. Linkedin Report – The state of Sales 2017 At this rate, by 2020, the majority of sales professionals will expect technology to support their sales. This isn’t a surprise, considering the change in consumer behavior that leads to a change in the way sales professional are expected to sell. The same report highlights that 91% of sales professionals say they are using such technologies to shorten lengthy sales cycles, close bigger deals and grow their revenue. But what happens during the process that enables these goals? Are your time and efforts being allocated to meet customers’ expectations?
The only way sales reps can sell more is by spending time understanding their customers’ needs and keep coming back with more interesting solutions. Administrative and Service tasks are dominating non-selling time (41%), meaning that almost half of sales reps time is being wasted. Customers are always ready to be challenged They expect a customized experience, a painless process and a solution tailored to their needs. This is where sales data and automation become crucial to driving your company’s productivity and efficiency to the next level. Sales professionals are leaving software in charge of collecting information and performing standardized and repetitive tasks (that were a waste of productive time). Being able to delegate those activities, allows spending more time engaging with customers, understanding their needs and helping them grow their business. This is how sales reps are building stronger relationships and long-term business partnerships. According to Linkedin Report – The state of Sales 2017, trust in the relationship is the most important aspect when it’s time to close a deal.
“Good relationships are the cornerstone of a successful sales process. Compared to economic considerations, such as price or the return on investment, trust comes out as the most important factor when closing the deal.” For this to happen, Customer Relationship Managers (CRMs) play an important role, being pointed as a primary layer on technology sales stack, thanks to their capability to build stronger and more productive relationships. They should become more intelligent every day, produce meaningful insights and perform tasks which sales reps would otherwise be spending time doing. “CRMs make me work for them, but I’m paying. They should work for me.” Early Attentive beta tester When customer data becomes manageable, accurate and efficiently segmented, sales reps are able to deliver higher levels of customization. And when the non-selling time is shortened by automation, it frees up time for what salespeople should be doing: spending more time with their customers, building trustworthy relationships. Learn more about us at Attentive.us