Among the many challenges that sales managers face today, one of the biggest involves equipping their teams with the necessary tools to easily communicate and collaborate with one another. Chances are your sales team is lagging—or at the very least not performing at peak capacity—without the right collaboration tools. For example, in conducting some research of our own we found that:
Happy Halloween! Beware of These Tales of Business Collaboration Gone Awry
Few things could give business leaders a bigger fright than poor enterprise collaboration because a company’s bottom line can be directly impacted by inefficient business processes and reduced workforce productivity. In fact, research shows that 90 percent of corporate spending on collaborative technologies for 2015 will either match or exceed 2014 levels in an effort to avoid these negative impacts.
If you’ve been keeping up with this blog, then you likely know how much of an emphasis we at Esna place on improving sales with collaborative tools and technologies. Changing customer behaviors, preferences and buying patterns have forced sales teams to either shape up or ship out. But communications technology can help drive sales processes toward betterment, leading to increased revenue generation, as our very own EVP Davide Petramala explains in the State of Collaboration Technology and Sales:
The sales process has become the art of personalization. It embodies a more focused approach as opposed to mass-market positioning, and there’s a multitude of features and collaboration tools to help get the job done.
Sales processes nowadays look nothing like they used to. Whereas in the past salespeople leaned on the old pencil-and-paper model and used rolodexes to store contact information, today’s top performers boast an arsenal of applications and strategies driven by cloud computing and UC for collaborating on proposals, connecting with prospects, training sales reps and closing deals.
A new era of sales is definitely here, and it’s being driven by innovative real-time communications and collaboration technology. As such, sales teams must have the right tools to get the job done. Esna knows this, which is why we’re so thrilled to have recently become a member of the Cloud Collective, an exciting coalition of the industry’s strongest Salesforce partners that work to arm sales teams with the very best cloud tools. Our leading embedded real-time communication and collaboration solutions, like Officelinx for Salesforce CRM, make Esna a perfect fit for this strong cloud ecosystem of key market players.
What do Arrowpointe, Bizible, Bracket Labs, Cirruspath, LevelEleven, RingLead, Spanning and UberConference have in common with Esna? We're all joining forces to create a new Salesforce ecosystem called the Cloud Collective that will transform the way people connect with customers, partners and employees to thrive in the today’s connected world.
Our mission at the Cloud Collective is to strengthen the cloud ecosystem and heighten awareness of the importance of third-party business applications available to Salesforce users. As a member, we strive to increase productivity and improve the usability of Salesforce through our embedded communication solutions.
As a sales manager, we know that you have a lot on your mind. With the end of the year right around the corner and numbers that need to be still made, it may feel like you’re closer to a dead end than a shining success. You may have also heard about the advantages that collaboration technology brings to the table for streamlining sales processes and closing more deals, but at the same time, you don’t know enough to determine if investing is the right decision for you. To help make murky waters a bit clearer, we stole some time with our very own Davide Petramala, EVP at Esna, to flesh out everything you need to know to make the most informed choice.
What the Average Sales Manager is Thinking Right Now
In Part 1 of this article, we covered the technology that solves problems for small businesses.
In the previous article, Best Practices for Using CRM Software for Sales – Part 1, we covered three ways a CRM system can provide tools to maximize your team’s sales potential. But a CRM system's potential to drive sales productivity is limited to your team's use of these tools.
As a sales manager, your job revolves around being information-centric and time-sensitive. The two essentially go hand-in-hand since your sales team is striving to collect pertinent customer information to generate as many quality leads in as little time as possible. We know you’re feeling the pressure to accelerate your team’s sales cycle; however, before you can get started, you need to first identify what could be holding your team back.
Read part 1 of this article: Elevating the Awareness of Collaboration for Sales Teams – Part 1