Wiring Your Sales Team for a Modern World
We’ve seen an enormous change in the way the world does business, and this change has been driven largely by the increase of mobile in the enterprise. In fact, a study by IDC predicts that the mobile workforce population will reach 1.3 billion by 2015. That’s 32 percent of the entire workforce, and the enterprise tech sector has done more than its fair share to accommodate the changing needs of today’s employees. For the most part, that is.
Historically, sales teams have been shortchanged along the way. Sure, CRM systems are here to stay, especially with the “mobile first” mentality of most, but they actually leave some pretty significant holes that make it harder to accurately forecast and manage salespeople, who are part of that ever-growing mobile, dispersed workforce. A major reason for this is that traditional CRM systems require salespeople to manually enter data into the system. But as we all know, salespeople want to sell, not perform data entry, and because many are unfamiliar with how their system works, many end up skipping the process altogether. This leaves managers with a “visibility gap” into sales activity, oftentimes drawing on incomplete and inaccurate information to manage and forecast. As a result, it’s difficult for managers to make decisions that improve sales productivity and effectiveness.
The solution is to gain on-demand visibility into sales agents’ activity—from call attempts, conversations had, time on call, to call outcome, and more. Like all data, this data is only as useful as the context and actionable intelligence managers can derive from it.
Enter sales intelligence. . .
Read more: http://insights.wired.com/profiles/blogs/wiring-your-sales-team-for-a-modern-world#ixzz3DVNFmDmy