While it’s an exciting time for digital sales enablement, the sheer number of tools and applications can be hard to sift through. So, how do you choose the right tools for your tool box?
Sales tech is an exciting field right now. New products and tech categories are popping up on an almost daily basis, yet the overall market is going from being a bunch of applications that do few things – to fewer applications that do a lot. Which is an absolutely great development, but that can also pose a challenge for sales organizations.
Why? Well, it’s not for nothing that Gartner calls the situation we’re in a “sales tech mayhem”. The sales tech market is, after all, developing at the speed of light, and it can be difficult to sift through the vast array of new tools and sales tech categories.
One category where we’ve found this to be especially noticeable is in Sales Enablement, which we’ll focus on here. Where we’ve compiled a little list of things that can be good to think about when gathering your digital sales enablement toolbox.
1. Check out your current sales enablement
In their report (going by the great name “Taming the Sales Tech Mayhem”), Gartner suggests asking for feedback from sales leaders and tech users. To properly check your current sales tech stack and see what you need to reach your goals and targets.
The same thing can apply to a specific category like Sales Enablement, where you can go through what you have and find the gaps in your sales enablement stack. Where we think it’s a great idea to see what you need now (as we’ve talked about before) but to also think about what you will need in the close future. You may, for example, be looking to scale your sales in a little while, or move into a new market or location. When it can be a great idea to proactively look for the needs you will have, to fill the gaps before they become a road block.
2. Tune in and listen to market news
As sales tech and sales enablement are developing in an astronomical pace, it’s a good idea to stay tuned to what is happening in the field. To keep your ear to the ground and try new tools if they seem interesting. McKinsey has, for example, shown “that those willing to shake up their sales models and embrace next-generation capabilities are growing revenue at twice the rate of GDP.” Suggesting that being at the forefront, daring to embrace new technological advancements and tools, can create a serious competitive advantage.
Of course, this is not to say that you should try everything, but that you may strike gold (figuratively speaking) if you find new tools and try those that address the needs you have.
3. Find the solutions that gather everything under one roof
Ok, you will probably not be able to find one solution to rule them all, but you can find one solution that either does a lot of the things you do now, or that has the integrations you need to use a number of your current applications within its walls.
It makes a lot of sense, if we think about it. After all, a sales enablement tool that can gather a bunch of functions in one central space – like sharing content with customers, training your sales reps, meeting with prospects and allowing them to sign contracts – can make for a serious boost in efficiency. Not to mention that it can make the sales process easier and more streamlined for sales rep and customer alike. Increasing the chance of closing more deals faster.
Do you want to get more tips on how to find the right Sales Enablement tools for you? Check out our Remote Sales Hub or contact us for a demo and talk to one of our Remote Sales Experts.