The efficiency of the sales team is an evergreen on the list of topics discussed when companies look at streamlining, transformation or change – The change can be triggered by the need for cost reduction or by the mandate to increase sales force efficiency. In the digital age the question how to empower your sales teams to be faster in their operational tasks, closer to the clients and more informed about the drivers of client needs has gained even more relevancy. Sales force automation is a key success factor: fast feedback turnaround times that are tailored individually to client needs empower your sales teams on the digital frontline.

Increased automation and integration keep cost under control without loss of positive client experience. Empowering the sales force  is one of the key differentiators between successful companies and laggards. This has always been true – but in the digital era the impact of doing it well versus not is much bigger.

What do you need to look after?

1. Radical integration of data & automation of processes – one seller tool that includes

• 360degree client view with client interactions, Client Experience (CX) feedback, complaints, open projects etc
• Built in quoting & pricing – automate where possible & allow pricing delegations
• Integrated marketing & sales material like client references & case studies
• Competitor´s analysis & USP analytics for your offerings

2. Transparent & open employee suggestion scheme to ensure constant optimization

• Use a bottom-up approach and empower the sales teams to raise ideas for change
• Allow change requests through teams or provide a standardized method to raise ideas (eg change request tool)
• Regularly discuss the requests raised and allow open discussions on the requests – provide transparency on the next steps
• Share the outcome of the requests & celebrate the ideas that made it to deployment; provide details on the relevancy for sellers  – this will empower your sales teams

3. Active view outside the box

• Monitor closely what changes in the markets
• Identify new trends, enablers, new industry standards,  new tools etc
• Monitor the broader market – Identify disruptors, monitor best in class