Sales leadership platforms take your existing sales software infrastructure and transform it, aggregating all the essential data you need to track what your sales team is doing. It automates data aggregation from the tools you depend on to get your job done, such as Salesforce, and brings it together in a way that makes perfect sense for sales. You cut out the time spent jumping between your communication apps, email, project management tools and CRM, and instead spend it on helping your sales team grow and reach its potential. To properly incorporate a sales leadership platform into your business processes, you need to understand how it transforms your sales management role.
The Starting Line Has Changed
Sales leadership platforms are focused on giving you the information you need to do your job effectively and strategically. Your typical CRM platform revolves around collecting prospect data and supporting the sales team, and many management features are added as an afterthought. You can make it work, but in some cases the software works against your goals, not with them.
A sales leadership platform looks at what you need to effectively manage a sales team and gives you the support tools you need to be a leader. You get a data canvas that presents all your sales team information in one place, instead of flipping through applications to try to get a view of the big picture. This big picture is delivered to you through an automated tool, which means neither you nor your sales team needs to spend hours compiling vital information. You can focus on sales strategies, nurturing your top sales representatives and finding ways to maximize your sales opportunities for your team.
In a typical sales infrastructure, your starting line has a lot of busywork before you get to the good stuff. With a sales leadership platform, you shift your starting line so you can immediately dive into the stuff that really matters. You can see everything that’s going on in a way that a traditional sales environment doesn’t offer.
Big Picture Visibility
As a leader, you should have a big-picture view of your sales team, but many sales technology solutions make it as hard as possible to understand what’s going on with your data. Sales intelligence is an essential part of getting the most out of your sales team and each sales opportunity, and that’s the approach sales leadership platforms take.
You see all the data that relates to a specific prospect instead of spending hours getting up to speed on what your sales team has done already. The right tools and platform give you this data so you can look at sales trends and potential ways to nurture high-value prospects, and they give you the luxury of focusing on ways to create real impact.
You aren’t playing catch up, you’re one step ahead of the game, which makes a big difference in helping your sales team achieve its goals. You become better able to accurately understand the true state of your sales pipeline. You get the comprehensive view you need instead of getting bits and pieces of data that your salespeople quantify. It takes some time to adjust to this shift, but once you do, you’ll wonder how you achieved sales goals with any other system.
The Love-Hate Relationship With Accountability
High visibility means that there’s a lot of accountability for the sales team as well. Underperforming sales team members can’t hide behind the top salespeople anymore. Your top salespeople are going to love a system that makes their job easier and lets them focus on the actual sales part of the job while the bottom half of your sales team can no longer blame bad numbers on the software or time spent on paperwork.
Your relationship with the sales team transforms because you’re not dependent on its reports to know what’s going on. You can change your sales strategy to focus on lifting up the top performers, nurturing those with potential and cycling inefficient sales reps out of the system entirely. You get to spend a lot more time on leadership and a lot less time on listening to excuses from your poor performers. A relationship intelligence strategy gives you the data points you need for effective decision making, which helps you become the sales manager and leader you aspire to be.
Changing your sales process foundations takes time and an adjustment period, but the short- and long-term benefits are substantial. You create strategies with the big picture in mind, give your top sales performers the tools they’ve always wanted and eliminate the time spent catching up on vital information.
Are you ready to change the way you handle sales, for free? Check out Saleswise today, without any risk, and see what it’s like to focus on your sales leadership instead of reading a novel’s worth of sales reports from your team. You can’t buy time with money, but you can free up a substantial amount of time by increasing your productivity and automating data aggregation and entry. There’s no set up, no data entry, and data aggregation is automagical.