By utilizing the most current market research to date, we have identified three key areas to shorten your sales cycle and empower your reps to be more productive:
- Ubiquitous collaboration
- A streamlined sales document management process
- Effective pipeline management and accurate forecast strategy
In this article we’ll dive into common organizational landscapes and the strong impact collaboration has on your sales team.
Teamwork beyond the sales team
Due to the increasingly complex and competitive nature of sales in current times, the sales team generally does not execute the sales process alone. There is an increasingly strong need for other non-sales teams to play a part in the overall sales cycle. Groups like engineering, creative, and services - just to name a few - are becoming directly involved in various steps of the opportunity management process.
Many sales organizations use Customer Resource Management (CRM) systems, like Microsoft Dynamics, however CRM systems alone do not allow for the intense level of collaboration needed to effectively keep all members working on an opportunity up to date. Many important team members that play a role in executing a deal do not have access to CRM. This is a challenge that creates another bottleneck – email.
According to a Forrester report citing research from the American Psychological Association, enterprise workers continue to spend an excessive amount of time on redundant tasks, with only 18% of their day dedicated to task delivery. The culprits? You guessed it – email and the other productivity apps. In fact, the average sales professional uses eight applications during a typical day. The mental block created by this constant switching from app to app is reducing productivity by 40%.
The report goes on to say that, sellers spend an average of only 15 minutes out of every meeting hour making decisions. And overall, most of your team’s day is spent on redundant tasks.
Collaboration is key
Collaborative work management tools, enable employees to bridge task management and collaboration. Sales pros are dealing with processing more information than ever. They need a way to have transparency into what other team members are doing, in ways that are faster and more efficient. Microsoft Teams is becoming the new default collaboration space. It is a place that allows for management of all conversations and files and integrates with applications you are already using like SharePoint, Office365 Groups, etc. Read this article to learn more about Dynamics 365 integration with Teams.
Research shows that the need for ubiquitous collaboration within the sales process is clear. The benefits received by using business collaboration strategies are vast and diverse.
Digital Solutions help sales teams drive new business and meet their goals, improve customer satisfaction and loyalty, and begin a business transformation to enable future growth.
Download this guide to see how to give your team the ability to collaborate seamlessly and help you: share data and information, organize projects and remote teams in a consistent workplace, and discover important information and unique expertise among your staff and assets.