Platforms for sales engagement are hot. They’re among the most sought-after products in sales at the moment and it’s not surprising.
Sales teams are searching for new ways to connect with potential customers and clients and they want their interactions with customers to be as smooth as they can.
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The Sales engagement software assists them in doing just this: it facilitates secure, real-time interaction between the client and the salesperson, and provides an interface that is tailored to each customer’s requirements.
Utilizing sales technology is among the top priorities of at the very least 30 percent of the sales team over the next year. However, before you decide to implement one of these systems there are five factors you should consider.
1. Technology Fit
The first thing you need to look at is the suitability to the current tech stack.
It is easier to do If you have an internal development team, than if you don’t. But, determining whether the platform you choose is a good choice for your business requires some thinking and analysis.
As an example, suppose you have a solid CRM system that is fully integrated with the other departments of your business. In this case you’ll probably want to select a system that is compatible with the existing technology.
In the same way, if you’re using another cloud-based CRM service it is sensible to find an engaging platform which is compatible with these platforms.
In the case of your selling interaction platform, it is important to ensure that you are able to integrate your process with that platform.
A workflow analysis provides you with an insight into the way your sales team operates This allows you to determine areas of pain and that automation can be the most efficient.
If, for instance, your business has used manually-operated processes, automating may aid in streamlining those processes.
However, suppose that the majority of your sales staff already use automated software, such as emails or CRMs. In this situation, investing in a system that will only duplicate what they’re already using might not be the best choice.
Content is the main ingredient of an effective selling engagement system. It’s crucial to ensure your content is of the highest quality and engaging, as well as pertinent to the target audience.
This includes knowing what type of content you would like to share , and the kind of content your target audience is looking forward to.
- Are they searching for details about the product?
- Would they like to learn about the latest technologies?
- Are they in search of information about the industry?
- Are they planning on making purchase decisions?
These are the things you must keep in mind when you are creating and sharing content for your platform for sales and engagement. If you follow these steps correctly you will be able to get the highest return on your investment.
4. Data Quality
It is the quality and accuracy of data that you are using to make your decisions is vital to the performance for your platform to engage customers. If the information you use isn’t reliable or accurate it will be hard for your platform to provide accurate information about how to improve performance.
As an example, suppose you are using an engagement platform which relies on surveys asking users to rate how happy they were about their recent interactions the sales staff. But, there are some who haven’t had any contact with the sales staff in the past month. This data is not a good idea to use.
This means that you’ll be unable to discern the things that are working and what’s not within your current strategy for sales management.
Make sure that you’re data is of the highest quality prior to installing a platform for sales engagement.
Adoption is the primary aspect to take into consideration prior to setting up a sales engagement platform. Whichever platform you choose it is important to ensure that your staff is prepared to use it and is aware of how to utilize it.
If you’re working on complex or high-tech product, you might be interested in an application that lets your sales staff members to better understand how to make use of it.
If you’ve got a specific product, and a more skilled sales staff, it might be possible to adopt a solution that doesn’t require any training or assistance from IT.
While it could be a great growth chance that has many possibilities, we suggest using a prudent approach when implementing a new sales engagement system.
Make sure to ask your team members these questions before going forward:
- Do you have an selling team? If yes who are in the team and what is their method of communicating with prospects and leads?
- Do they have different devices to communicate with prospects and leads?
- What type of lead generation program are you currently using in the first place? What is its effectiveness?
- Are your customers in contact with your brand , the products and services you offer?
- Do they have sufficient information about your business from outside sources prior to speaking with your sales representatives?
But, the five things discussed earlier will aid you in aligning your business and customer expectations with these new systems.