GCE Strategic Consulting

Blog - GCE Consultant's Insight

The blog that shares our expertise and perspective for driving business transformation, based on the successes and failures we've seen everywhere from start-ups to Fortune 500 companies.

Sales Automation: Business Safeguard or Business Hazard?

The latest buzz over the past couple of years is Sales Automation.  Statistics show that some companies are spending more than $2.5K per salesperson, a lot of money for a lot of companies.  I recently attended a CEB full-day event, along with approximately 50 sales leaders with experience in carrying quotas between $100M and $1B, called “Sales Productivity in the New Work Environment.”  Some of the takeaways from this event were stunning:

  • Sellers attest that 70% of their burden comes from internal sources, not the customer or competition.
  • Most sellers are spending only 30% of their time selling.
  • Most buyers today buy based upon the buying experience, which translates to working with a salesperson and getting through the company’s process with as little pain as possible.
  • Most people believe that if we can toss enough tools, systems, and resources toward sales, someday we won’t need salespeople at all.

4 Tips for Result Driven Sales Tools and Systems

  • Keep it simple.
  • Don’t make every field in your CRM mandatory.
  • Give your sales team the right data and structure to do their job.
  • Be selective in choosing the right tools for your company.

Consultants InsightI’ve noticed that younger sales people seem to love tools and want them all, but that doesn’t mean they give you results.   If you want to lead people, you’ve got to give them the right tools to succeed while not overwhelming them or risk a considerable decrease in sales. Tools and systems for driving better results must encompass not just sales tools, but all the systems necessary to drive effiiciencies in the business and make the customer experience easier so they’ll buy from your company.GCE Key Deliverables for Tools and Systems

  • Recommended CRM changes (i.e., dashboards, reports)
  • Tools tied into finance systems to drive predictability
  • Tools and technology for enablement (i.e. social media, CRM)

If you’d like more help in this area, please reach out to me here https://gcestrategicconsulting.com/contact.  Stay tuned for our next article on “Professional Development,” and how it can help your business thrive.