Published on September 15th, 2020 | by Sunit Nandi0
How Sales Teams Use Technology
One of the most versatile and intuitive ways to improve sales is by leveraging technology. There are so many different options to incorporate into your work, everything from basic instant messaging channels to advanced data analytics software. Here are some of the ways sales teams are using technology.
1. Cloud Technologies
The Cloud is an increasingly popular tool for businesses, especially sales teams. It has nearly limitless storage capabilities and employees can easily access it from anywhere if they have the right permissions. The cloud is a great base for lean and agile teamwork since you can keep all your data in one place, access it from any device and don’t need to waste resources or money on any physical storage facilities.
2. Optimize Data
Sales teams rely on hard data more and more in the age of the internet. Sales reps use this data to understand customer interest and purchasing trends. Data analytics can also be used to facilitate market segmentation and sales territory mapping. Without data and a way to quickly and easily access that data, sales teams would be flying blind and would have much more difficulty building their organizations and keeping abreast of market trends.
3. Increase Employee Collaboration
You have plenty of options to increase teamwork, but a combination of technologies can offer the best results. Many workplaces integrate email, IM, and phone technologies. It’s also common to ensure employees can work across devices in case of travel or remote work. Many sales teams have options of laptops, tablets and company cell phones available. The idea is that if there are multiple ways to reach employees, it will be easier for everyone on the team to keep in touch even when they’re on the go. That way, if a deadline is approaching or someone has a pressing question, it’s less likely the team will lose much speed or efficiency.
You can also increase collaboration by leveraging various systems and software to track projects and work done over certain periods of time. These systems help employees check what has been completed, what still needs work and how close they are to deadlines.
4. Customer Relationship Management Systems
Customer Relationship Management systems (CRMs) help sales teams keep track of market data and what products or services team members have contacted clients about. CRMs are the bread and butter of sales teams and help to keep customer information in order and easily accessible to those with the right permissions. With the right CRM, you can practice sales territory mapping in a variety of ways, including geographic and skills-based maps. Like project tracking software, CRMs are a good way to help build your business through data. They house market data and client information, so you can leverage this information to expand sales.
Additionally, more and more sales teams are switching from subscription-based CRMs to internal options. With an internal system, your team has more control and it’s easier to integrate various software and technologies.
5. Involve Customers More
You can use improved communications technology for more than just increasing employee collaboration. Email, text and voicemail are great for reaching out to potential customers and following up with existing ones. One way to do this is to automate some of these functions. For example, you can send follow-up communications and set appointment reminders on most modern email services. You can also check in about customer-facing aspects of your business, like brand marketing or tools. This strategy helps you develop a more personal and organic relationship with your customers. In turn, customers feel more involved with your organization and therefore more invested in your products or services.
Technology offers many varied advantages to sales teams. Some, like email, are common across the board. Others, like CRMs and data analytics, are just as useful but have more specific functions. A key factor in leveraging technology is understanding what combination will work best for your team.