{"id":16592,"date":"2023-04-26T13:30:11","date_gmt":"2023-04-26T13:30:11","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16592"},"modified":"2024-11-29T07:05:31","modified_gmt":"2024-11-29T07:05:31","slug":"four-pillars-sales-tech-optimize-sales-process","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/four-pillars-sales-tech-optimize-sales-process\/","title":{"rendered":"The Four Pillars of Sales Tech: Optimizing Sales Process & Methodology"},"content":{"rendered":"

What is the intersection between optimal sales leadership… and the optimal use of today\u2019s technology?<\/p>\n

I see four areas that require attention. We can think of these areas as four pillars \u2013 four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars is, in my view, a strategic mistake.<\/p>\n

The first pillar is sales process<\/strong>, which is what I\u2019ll be looking at in this article. In later pieces, I\u2019ll examine sales methodology<\/strong><\/a> \u2013 which is not the same thing as sales process \u2013 at leadership<\/strong><\/a> itself, and at the buyer journey<\/strong><\/a>.<\/p>\n

Technology impacts all four of these areas in different ways, and it\u2019s up to us to understand how. If your technology isn\u2019t supporting your efforts in any one of them, your team and your organization are not going to be working at optimal efficiency.<\/p>\n

Let\u2019s get started by taking a look at technology as it impacts your sales process.<\/p>\n

The sales process comprises the steps we consistently follow, from the time that we\u2019re looking for prospects, to the time that we\u2019re servicing a happy customer. <\/strong><\/p>\n

This process is unique to each organization and selling team, and it\u2019s something we as sales leaders are responsible for mapping out, refining, and sharing with every member of the team. The sales process should be the same within a given sales team. Teams in the same company\u00a0 that sell completely different things may have differences in their sales process, or may have areas of overlap, but within each team, there needs to be a process that each member of the team follows. The technology we use to interact with the team must not just share <\/em>and reinforce <\/em>our sales process\u2026 it must update <\/em>that sales process over time.<\/p>\n

It\u2019s a mistake to think of our sales process as a static document, as something we can codify in a document or a spreadsheet and then be done with.<\/p>\n

Markets are constantly changing.<\/strong> Best practices are constantly changing. Communication strategies with prospective buyers are constantly changing. Why wouldn\u2019t we want our team\u2019s sales process to reflect that ever-changing dynamic?<\/strong><\/p>\n

Would we really want the team to be using the exact same sales process three months from now that they\u2019re using today? Wouldn\u2019t that put us at a competitive disadvantage?<\/p>\n

Whether it\u2019s via a CRM, a weekly videoconference, or another communication platform or combination of platforms, we need to incorporate a live, continually updated document of the steps we agree the team will take to identify opportunities and move them forward<\/strong>. Everyone on the team needs to see, hear, and implement the updated <\/em>version of this process on an ongoing basis.<\/p>\n

This live document must give the best current <\/em>answers to questions like:<\/p>\n