Is your CRM Holding Back your Sales Team?
If we see the last 25 years timeline, technology has changed almost all the facets of our lives; the way we communicate, the way we learn, the list is endless. Technology is supposedly the torch bearer of all the innovation that is happening around us. When we talk about technology innovation, it is a journey and not a destination. With the ever evolving consumer and business needs, the technology supporting it has to either keep pace with it or get faded in the market.
There are times when the technology which was supposed to help you in the first place holds you back from furthering your interests. This article will walk you through the pains felt by high velocity sales teams while they use the CRM Apps which were supposed to make their work easier and also how Salesforce Sales Cloud has evolved to cater to those problems.
Let’s start first by identifying what are the different types of sales teams that exist in the business world.
Different types of Sales teams
Though the sales teams can be differentiated on a lot of factors, viz industry, business size etc but we have classified it based on the pace or speed of their daily work requirements.
High Velocity Sales Teams
A sales team for which the sales happen at such a fast pace that the sales representative hardly have time to think before acting on a particular lead. The sales person is always juggling between emails, prospect calls, getting info from CRM at the same time to close the deals.
Slow Moving Sales Teams
A sales team which has a lot of time to act on any sales Opportunity or Leads. It could be because of the nature of the business, where decisions are slow to come by or less competition in the segment. In essence these teams are not bogged down by their CRM systems and have all the time by their side to close the deals.
Now that we have segregated the sales team on their pace of work, let’s identify the issues faced by the fast moving sales teams on an ongoing basis.
Common Pain Points of Sales Teams
Switching Context– The constant switch between their Email, CRM App, Notes.
Bad UX- CRM Apps plagued with bad user experience, with more clicks to find an information.
No Lead Prioritization- Always puzzled and second guessing with the priority on calling Leads.
Missing Sales Processes- No guidance on sales path from the organization during the whole Opportunity life cycle.
Disparate Systems- Collating data from different sources to report on Sales Funnel, KPIs or Activity Reporting.
Missing Sales Cadence- No process workflow or cadence for building a relationship with a Lead or Customer.
These are the common set of problems faced by all the sales teams across businesses but what sets it apart for the high velocity sales teams is the fact that they lose on business because of being held back by their CRM applications.
An inside sales rep uses 32% of his working hours in selling the products or services, and the rest of the time the rep is busy looking up information and figuring out a plan of action to reach out to the prospect. - Salesforce Research
Though there are a lot of apps and tools which help you solving the above challenges but Salesforce Sales Cloud Solution for high velocity sales teams is a future focused solution which has answer to all the above pain points in a single space.
Salesforce High Velocity Sales – Product Offerings
Sales Cadence
Streamline your sales activities with a set of most effective best practices and steps for the Sales Teams.
Work Queue
Supercharge your TO DO list with the help of a split view work queue, engage with your prospects with the right set of tasks, emails, calls.
Lead Score
Use AI and machine learning models to find out which lead to reach out to based on your sales history.
Einstein Call Coaching
Find insights in your conversational data (Activities, Calls, Emails) using NLP, AI and ASR models.
Lightning Dialler
Use the Salesforce native click to call technology and you don’t have to leave your CRM screen to connect with customers.
Lightning Sales Console
Optimize your Sales Process as per your team’s requirement with effective guidance steps over the opportunity cycle.
Salesforce Inbox
Sync your Email and Calendar with Salesforce and add Opportunities, Contacts to Salesforce without leaving your email client.
Better User Experience
The lightning framework of Salesforce provides a very rich UI experience for the users.
This is not an exhaustive list of features of Sales cloud, we have highlighted few features which can be of immense help to the high velocity sales teams. If you want to know more about Salesforce High Velocity Sales Solution, click here.
We at Tecnita can help you make a smooth & seamless transition towards using the High Velocity Sales Cloud Solution. Get started now and book a session with our Salesforce representative to know more about this.
