When we talk about sales technologies, many in Sales Ops will immediately begin thinking about process automation or mobility solutions.
Of course, this “default concept” of sales technology isn’t too surprising, given that the initial applications of technology in sales environments have typically been focused on removing the friction in the process, making interactions and handoffs smoother, and reducing the administrative burdens on the sales team.
But while technology has, and will continue to be, extremely useful for improving sales efficiency, there’s a larger opportunity available today…
You see, the sales technologies available today can address much “smarter” problems than most people realize. The solutions available today are going well beyond sales efficiency to actually improve sales effectiveness. And as we’ve been saying for years, the benefits of “doing things better” simply pale in comparison to the gains you’ll make by “doing better things”.
What are some of these smarter problems being addressed by today’s technologies? Here are just a few of the applications we highlighted and discussed in a recent SellingBrew Playbook webinar:
- Automatically identifying what each customer is really willing to pay on any given quote or transaction.
- Determining the territory design or prospect allocation that will maximize sales production across the team.
- Predicting which hiring candidates will hit the ground running and be most successful in your environment.
- Figuring out which specific mix of incentives and rewards will produce the desired result most cost-effectively.
- Identifying and quantifying account-specific opportunities to sell more volume and/or additional lines.
- Serving up high-probability prospect targets that look very similar to your most-profitable customers.
- Identifying existing customers that are being poached well before too much damage has already been done.
Obviously, these are not your run-of-the-mill efficiency issues. These are much bigger and far more impactful than the typical process automation play. And I think you’ll agree that any technology that can address these types of issues is a very “smart” technology indeed!
The point is that while process automation and mobility solutions are certainly worthwhile, they aren’t the only sales technologies you should be exploring. And once you break free of the default technology concept and see what these smarter solutions can really do, I think you’ll find that they make a lot more sense—financially and operationally—than just trying to squeeze yet another drop from efficiency turnip.
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