3 Ways a Sales Acceleration Tool Can Benefit Management
October 14, 2020
Ever wonder what your remote sales reps are doing at a certain point of the day? Add in the time difference and you’ll start going crazy. Managing a sales team is no simple task, but managing a team working from home is a completely different story. However, a sales acceleration tool can help.
During this pandemic, you certainly aren’t the only one lacking visibility into your team’s sales performance. With businesses embracing mobility, employees are now working remotely from more locations than ever. This means the visibility gap has become even greater.
Of course, there are benefits that come with having a dispersed team. But for a sales manager, enabling mobility also means relinquishing the control and visibility you once had in a centralized office. Without the right sales management system in place, it could easily turn into a nightmare.
Like most managers with a dispersed sales team, you probably rely on:
- Spreadsheets where your reps record their daily call activity
- Manual CRM updates reporting call results
- Weekly phone check-ins with individual reps
- Monthly in-person team meetings
This process works when you oversee a few reps, but as your team expands, the reliability is weak. The successful sales manager will look to improve their management capabilities by automating these processes with the help of real-time, 100% accurate data.
The good news, there is a multitude of sales tools designed specifically for this reason. It’s your job as a manager to find the one that best fits your needs. So, here’s why you should consider a sales acceleration tool:
Get Accurate Insight Instantly with a Simple Sales Acceleration Tool
If you’re a manager who swears by your CRM, you’re probably forgetting to account for the 40% of manually entered data in your system that is most likely inaccurate. The reality is that your business will only be as successful as the accuracy of your insights.
Capturing the phone conversations your reps have, analyzing how effective their delivery is, and accessing (in real-time) the result of each conversation will give you the factual information needed to make improvements. You’ll also increase the certainty of sales projections and make smarter coaching decisions.
4 Sales Activities That Will Instantly Improve with Access to Accurate Insight
1. Making Better and Faster Decisions
For years, sales decisions have been based on gut instincts. Research shows that fewer than 4 out of 10 managers use reports to make important decisions. As sales performance solutions and big data flood the market, businesses who lag to adopt analytical technology find themselves behind their competition.
With accurate data on your team’s daily activity, you will instantly know which direction your reps are trending. This will enable you to make more informed decisions that could end up saving a business deal in the long run.
2. Targeted Training & Coaching
Effective sales training is a challenge alone, but hiring and training a new rep in a dispersed environment is double the headache. Without accurate visibility into their performance, it’s difficult to pinpoint weaknesses. Thus, how can you implement efficient and effective training?
The cost to hire and train a rep is upwards of $27,000. This can get costly over time if you aren’t setting your reps up for success from the get-go. Adopting a sales acceleration tool will help you identify when and where coaching is most needed. Fine-tune each of your reps accordingly by accessing their call activity and letting them listen back to their calls to make adjustments and those of your most successful reps to share best practices.
3. Improved Communication
Communication skills are critical in any managerial role, but even more so when leading a remote sales team. As a manager, you must convey your expectations and establish achievable sales goals for your team to meet.
Simplify your job by adopting a sales acceleration tool to improve this communication. Set your reps up for success by relying on data-driven numbers to determine and solidify best practices and expectations. After all, no one wants to work under an uncertain manager. Instead, a sales acceleration tool can let managers set concrete benchmarks and allow reps to know where they stand at a glance.
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