In this period everyone is talking about technology and digitalisation.
However, little is being said on the concrete meaning and the extent of these two factors across sales organisations.
Moreover, the digitalisation process is often overlooked by sales teams, usually preferring traditional selling ways.
Digital tools actually help companies manage their relationships with the clients and yield several advantages, like the possibility to strategically organise information to make the sales process more efficient.
Through this month’s newsletter, we wish to give you a few practical insights to help you understand how to implement a strategy to tackle the so called New Normal in the best possible way.
First of all, you should understand the needs of your sales network.
In order to understand how to fill the gaps of your sales organisation, the first thing you need to do is learn what its specific needs are.
Here are the essential points you need to cover first, to then implement a correct strategy:
To understand how geolocation and artificial intelligence can boost your CRM and make your sales network more efficient, watch our tutorials on YouTube here.
Keeping all this into consideration, let’s now focus on what can be done to fill the skill gaps across your sales network.
First of all, you need a process that can digitally manage your client portfolio. In order to optimise efficiency, it is thus necessary to hand over to technology all the routine and repetitive tasks that really don’t epitomise nor yield any added value.
One of these tasks is, of course, planning.
Once that is done, you should tackle the 3 fundamental pillars of success:
Let’s take a closer look.
In order to implement a Customer Digital Management process, you definitely need to rely on the technology pillar.
An adequate technological support will allow you to gather and manage data, which are broadly considered as the most precious resource.
Technology provides support during the pre-selling stage, allowing to smoothy process a huge amount of data both from internal and external sources, thus helping plan and organise all sales activities.
There are different types of tools that once are integrated with your CRM, will enhance its functionality:
Find out how Mapadore can help you plan effective and efficient sales routes:
Nevertheless, technology alone is not sufficient. Boosting the sales team’s internal processes is as important.
IT alone cannot provide all the equipment that you sales network needs in order to tackle the upcoming challenges.
You also need to manage processes.
But what kind of impact does digitalisation have on internal processes?
To answer this question, you should explore three different areas:
For technology to smoothly embed your business, you need to consider training as essential.
To implement an effective training scheme, it is important to encourage the development of specific skills and foster a culture of change, that is responsive towards the opportunities brought by technology.
The main themes on which to focus branch out in different directions:
Do you want to see Mapadore in action?