With the sales team being the front line in the quest for success in your organization, the need to strengthen their abilities as a team and equip them to function as efficiently as possible becomes paramount to their effectiveness.
From businesses with small sales teams, to ones with a sales force of hundreds or even thousands strong, there are a number of challenges they can face that are unique to the sales organization. The ability to communicate easily and collaborate as a unit are perhaps the most common circumstances, and while CRM software is said to make the lives of the sales team better, there is another technology that is gaining ground very quickly … sales collaboration software.
Whether an in-house sales force or a network of channel and partner sales representatives, the sales organization is often a widely spread, very mobile organization that is scattered across locations ... working remotely and always on the move. Communication and content is a lifeline for the organization, but the common complaint is that there is no unified platform they can use to communicate and work with each other. This often creates large numbers of sales representatives working as islands with no sharing of intelligence, best practices, or a coordinated effort -- which, could otherwise result in more efficient working and perhaps better revenues.
As for management, there are other challenges, such as the need to send out individual communications to each sales rep -- the alternative is to email their communications and content across the entire sales force, even though most of it may not be relevant to each rep ... again creating an inefficient process. Training and development of new and existing sales reps is a constant concern with high employee turnover rates and the need to constantly update and enhance the skills and information throughout the daily working process.
Building a social intranet platform for the sales force is a great strategy. Sales teams at IBM, CISCO, T-Mobile, and many others have already experienced the positive results of leveraging collaborative social software for their sales initiatives.
Here's what has been observed by companies who have built or bought such online networks for their sales organization:
In short, sales collaboration software can bring a new level of cohesiveness to your sales force -- and a unified sales force is powerful. Quicker spread of information, better ability to plan and interact with each other, and better communication can be targeted by building a platform exclusively for sales employees -- and a lot of businesses can benefit from the results seen by those who have been front runners in this space. After all, if the goal is to push revenues, what better way than to equip the sales organization with the technology they need to bring home the results?
Tim is a co-founder and president of Axero and the author of his forthcoming book, Who the Hell Wants to Work for You? Break Down the Invisible Barriers to Employee Engagement. He's spilt insightful ink on the pages of Fortune, Forbes, TIME, Inc Magazine, Entrepreneur.com, CNBC, Today, and other top publications.
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