sales readiness technology

Publish Date: 20th May, 2021
Publish By: Sagar Pradhan, Growth Marketer

This year is very different for many sales organizations as well. The sales teams have shifted their entire work operations remotely as now the sales reps are working remotely. Organizations had to rework their existing staff count, tools, and work approaches as a practical approach requires planning with care to realign resources.  

Nowadays, it would be best if you have a holistic approach to meet long-term objectives. Innovative sales coaching and sales readiness technology can assist drive a better sales process. As it consists of learning, collaboration, Content, management, reporting to deliver results. Also allowing you to save a lot of time, effort, and extra cost on various other solutions. 

Create your Sales Tech Stack

There are so many software and platforms in the sales enablement space – right from sales readiness technology, CRM tools, sales lead generation platforms, meeting managing tools, and so on. Each of them comes with a purpose in mind – learning, content management, analytics tools, collaboration tools. The global average of platforms and tools for learning currently used by any given organization is 23 – twice the number that organizations used in 2011. A sales executive alone uses an average of 6 tools. Learn more – here.

The stack includes tools like – Learning Experience Platform (LXP), Learning Management System (LMS), Sales Content Management, and tools for call coaching, role play, support, video appointment, and more. Creating the right sales tech stack is not an easy task, but it comes with many benefits. Besides cost, there is time/ effort to maintain each platform your organization opts for. 

Selection, engagement, and performance also suffer when users have to familiarize themselves with different systems and shift between platforms to accomplish other tasks. So, consolidating your tech stack may be the answer.

Benefits of Tech Stack Consolidation

Experience says that the more complex the learning process is, the less likely sellers will welcome it. As they already have their current set of work activities to perform, opting for something new that is tedious to learn and execute might not happen.  

A fragmented way that depends on multiple tools for various coaching and enablement initiatives harms selection, leads to inadequately trained sales reps, and eventually hurts your bottom line.

From a financial point of well, a tech stack consolidation makes sense. With fewer tools to manage and learn from, your sales team will see more prominent adoption and more satisfied users. Ask yourself what tools you can have, leave, or add and still have the same—or even more—skills?

Therefore, replacing tools such as LMS, CMS, coaching/role-playing, reinforcement, and call coaching with an all-rounder solution called the sales readiness technology. 

 You get system-wide advantages that you’re not able to recognize unless you have a comprehensive platform. Hence, with a holistic approach, you can:

  • Achieve a 360-degree aspect of behavior and Content associated with success instead of making hypotheses and drawing relationships based on the content reps’ experience or the exercises they performed.
  • Lower down the workload with a seamless performance management admin of a single solution versus several individual platforms’ management. 
  • The user adoption can be increased with an effortless experience for sales reps who can share, build, access the Content by getting trained, collaborate with their teams effectively, and switch tools. 
  • The multiple costs can be saved by reducing the subscription of the various tools/ platforms.  

But, how to understand which tools to implement? It would be best to go for a robust solution that drives your organization’s vital capabilities to grow and succeed. 

Core Capabilities of the New Sales Enablement Stack

There is a new class of blended learning platforms that offer a holistic way to sales enablement. These answers stimulate the sales cycle, drive high average contract values, and boost sales business profitability. Here are the core capabilities of the modern sales enablement tech stack. All these will be a part of your sales readiness technology you wish to opt for. So, let’s begin.  

1. Training and Onboarding 

Onboarding new recruitments & providing them with learning material is a part of sales training. It also includes – support on product knowledge, messaging, competition, and the abilities needed to have helpful interactions during the virtual sales process. 

2. The activation of Content 

The sales enablement drives the production, delivery, and administration of buyer-facing sales assets and internal sales education content. All the content must be easily discoverable, easy to use, trackable, and reusable across the sales company. 

Sales reps should know how / when to use these resources. To achieve the most significant impact on their prospects. Teams who understand what’s working—and what’s not—can improve sales content to be even more effective. 

3. Coaching

Sales enablement continues not only to sales reps but also to sales administrators. Providing front-line supervisors to encourage, stimulate, and assist sales reps with good coaching and presentation abilities improves seller productivity and leads to more reliable results.

The call recording coaching capabilities with actionable, AI-powered insight allows administrators to provide the most efficient point-in-time review. 

4.Collaborations 

The tech which assists your team and sales reps with information across departments is vital. Sale enablement promotes interaction within the organization and across other functions. In particular, adjustment and constant collab with the marketing team are required.

As without that, the sales reps miss out on the insights marketing is gathering from its top-of-funnel campaigns, and marketing misses the chance to shape its movements based on first-hand sales conversations. 

5. Analytics

It is the final element. When it comes to modern sales enablement, the tech stack is a measurement. It consists of some relevant metrics like – average sales cycle length, quotas achieved by sales reps, and average deal size. The reporting and measures expand to the overall success of the sales readiness technology part. Teams who understand the content type and act accordingly will close better deals frequently by optimizing the overall sales process. 

Deliver the Next with – Sales Readiness Technology

A powerful action-driven & tech-driven platform is the new next your sales organization must consider. It is a robust, safe, and feature-rich platform to help your sales team drive the required results and achieve the wanted outcomes in meeting their sales quotas. Considering the current scenarios and circumstances, an online sales readiness technology software is the need of the hour to automate the sales process, streamline work, learn better, identify knowledge gaps, and so on. 

Know Now

Learn more about Awarathon by simply filling this form here – https://awarathon.com/demo/ and we will be happy to assist you by identifying your business problems and objectives.       

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