In these challenging times of cost-cutting and harder market conditions, reaching a strong return on investment (ROI) is more important than ever. When it comes to Digital Sales Rooms, this means that your DSR needs to be easy to use and have some key features. That said, adopting an amazing DSR isn’t enough: you also need to implement a couple of strategies that help maximize your ROI.
In this article, we’ll explore some key tips and strategies that can give you an absolutely outstanding Digital Sales Room ROI. By implementing these, you can effectively create a foundation where your DSR can thrive – and give your revenue an unprecedented growth.
Tips to get an outstanding Digital Sales Room ROI
1. Set clear goals
Clearly defining the goal with your DSR is absolute key. Decide what you want to achieve (for example a shorter sales cycle, a higher win-rate or an improved customer experience and satisfaction) and work with your DSR provider to set an action plan. Having this from the start will give you a roadmap for your DSR and enables you to both measure – and reach – true success with your implementation.
2. Engage your team from the start
Your team plays a deciding role in the success of your DSR. Make sure they are properly trained and informed from the start, and get buy-in already in the start-up phase. Underscore the why and build engagement by emphasizing:
- The reason why your DSR solves an urgent problem or business need
- The benefits a DSR will provide your team in their daily work. For example by giving them an easier time to manage their buyer interactions, keep engagement high throughout the buying journey and stay on top of communications and requests.
3. Consider making the DSR a mandatory tool
Making your DSR a mandatory tool might seem drastic, but it might also be necessary. After all, the DSR is there to solve a business need that needs to be solved, and for the DSR to help you solve it it has to be used. Of course, making it mandatory means that the previous point becomes even more important, as you need to help your team adapt to the change the DSR entails.
4. Optimize and choose your content
Content reigns supreme in a DSR, and gathering the material you and your team will share in your DSR is key. That said, don’t make the mistake of doing too much too soon: the beauty of great DSRs is that you can add content as you go along. Which means that you, initially, just need to choose the most important content that your team should be able to share in their DSRs. Something that will help you get going fast – and drive a great ROI from day 1.
5. Use the available analytics
One of the great advantages of DSRs is the ability to gather valuable data and insights. Use these to gain a deep understanding of buyer behavior, preferences, and engagement patterns. Analyze the data to identify key trends, to optimize your sales strategies and personalize your approach to individual customers. That way, you can drive engagement and make the most out of your DSR. Which will help you reach that amazing ROI.
6. Make it an iterative process
A DSR is not a one-time implementation and the work is not done once you’ve started working with your buyers in your new DSR. Instead, you can make it an iterative process where you learn what works and what doesn’t; what material certain buyers want and what is most important to them, and continuously edit your DSR to perform. Pro tip: start by getting your team to invite buyers to a simple DSR filled with some content. Then, have them add and make design edits as they learn what works and what doesn’t.
7. Measure and track your Digital Sales Room ROI
To make sure you reach that awesome ROI, you need to find your key performance indicators (KPIs) and measure and track as you go along. Check metrics such as sales growth, conversion rates, customer satisfaction, time saved etc. (focusing on the goals you set for your DSR), and take help from your DSR provider to stay on track. By keeping a watchful eye on results, you can make sure that you move in the right direction.
Your Digital Sales Room ROI: a team effort
As you probably noticed, getting a great ROI takes more than a great Digital Sales Room. It requires you to get buy-in for your new solution, and have it be used in the day-to-day work your team does. On top of that, how you work with your DSR will make a huge difference: by getting started fast and iterating as you go along, you can make sure that you’re moving in the right direction. Odds are, you will soon come to see that you’ve gotten the ROI of your dreams – and that your revenue has been boosted accordingly.