Webinar with Cirrus Insight: Democratizing Relationship Data

Webinar with Cirrus Insight: Democratizing Relationship Data

We are very excited to be co-hosting a webinar with our friends at Cirrus Insight on Democratizing Relationship Data next Tuesday, Nov. 29th from 1:30PM-2:30PM, so sign up today! We will be giving away some fantastic gifts to randomly selected attendees (just in time for the holidays).

About the webinar:

Technology advances the cause of sales automation, but doesn’t always result in equal access to information for everyone in the enterprise. The way software-as-a-service applications are provisioned often leads to fragmented data sources and siloed access. This can make the sales force the de facto administrators of data, as they field inquiries from others across the company without access to Salesforce. In this webinar, SalesWise demonstrates the power of democratizing relationship data for improved productivity and insights throughout the organization.

This is completely free, and you’ll learn about the importance of transparency in today’s business – modern sales teams, customer success efforts, executive leadership, and more! Plus, you’ll get to learn about the great stuff Cirrus Insight is up to.

Register today and make sure to share with your friends and colleagues — the more, the merrier!

The Key to a Successful Sales Force

The Key to a Successful Sales Force

Nearly 13% of all the jobs in the U.S. (that’s 1 in 8 jobs) are full-time sales positions. Yet, The Brevet Group finds a whopping 55% of sales professionals don’t even have the right skills to be successful in these roles! How could this be? Is there a lack of sales talent or is it a lack of the appropriate tools and training sales professionals need to be successful? We tend to see and believe the latter.

Tools for Transparency

When a sales professional joins a new company, they typically receive standard company training, devices (i.e. company phone, laptop and/ or tablet), and tools. In most cases, “tools” is actually a singular tool – the CRM. But, how effective can a sales professional be when we know how little data ends up in the CRM? (Salesforce reports 91% of CRM data is incomplete.) Meanwhile, 71% of sales professionals believe they spend too much time on data entry (Toutapp). How can we set our sales professionals up for success from the beginning?

Last week, we wrote about democratizing your data and making it accessible to professionals across your organization. This access allows for greater transparency and improvements to the overall sales process. Why is this important? Because 88% of missed opportunities are a direct result of the inability of sales to effectively find or leverage internal resources (Qvidian). These resources can be the tools; or, more commonly, the other individuals within your company who are involved in the client or prospective customer relationship. A CRM alone doesn’t allow you to know that relationship data. What if you could not only see these other key individuals involved in deals, but you could also access the same data and information they have on hand? Tools and transparency are key to setting a sales team up for success.

Coaching for Success

Tools and transparency alone can’t do it. Let’s hit pause for a moment to look at what essential “skills” are required in a sales professional for effective selling. According to Geoffrey James, an award-winning sales blogger, author, and speaker (@Sales_Source), there are eight essential skills:

  1. Researching Prospects
  2. Planning Meetings
  3. Creating Rapport
  4. Asking Questions
  5. Listening Actively
  6. Presenting Solutions
  7. Asking for Commitment
  8. Building Relationships

Though some of these skills are down to the professional being natural and personable, while majority of these skills involve relationships and highlight the necessity for sales coaching. Last year, we offered tips for coaching and talked about the difference between training and coaching. Training is what you do when you have a new employee. Coaching is what you do on an ongoing basis to empower your sales force and guide them towards growth and success.

With transparency comes opportunity. Access to data allows sales managers and leaders to be in-the-know without being a “helicopter boss.” No more check-in meetings or office drop-bys. With SalesWise, all the information you need is there on one digital card – visibility into every sales interaction – making relationships more portable and sharable across your entire sales and non-sales teams.

Tools and coaching can play a crucial role in enabling sales for your organization. Learn how #CheckTheCard can be the key tool for your company’s successful sales force! Visit http://www.saleswise.com/the-platform/.

Democracy of Business

The Democracy of Your Business

It’s election week and the topic of democracy this electoral season has been a hot one to say the least! While we’ve all probably thought about what it means to be a democracy as a nation, have you ever asked yourself what it means to be a democracy as a business? What might that look like?

Coming Together

By definition, a democracy is control of an organization by the majority of its members. While we wouldn’t suggest suddenly introducing an electoral vote for your company leadership, we would recommend looking at “control” as the ability for your members (a.k.a. staff) to work seamlessly together. As The Beatles so eloquently put it in their 1969 Abbey Road hit, we’ve got to “Come Together.” Too often, organizations – and subsequently their data – are siloed. McKinsey found nearly 80% of senior executives surveyed in a 2005 study said that effective coordination across product, functional, and geographic lines was crucial for growth. Yet, only 25% described their organizations as “effective” at sharing knowledge across boundaries.

Departmental silos are a growing pain for businesses of all sizes. The burden often lies with the executive leaders and management to foster a democratic environment to help their teams break down these business barriers that prevent growth.

Understand Their Experience

To do this effectively, organizational leaders must first look at the employee experience. What does it take to get it done?

When it comes to complex sales organizations, a sale can cross several job functions during its sales cycle. While there’s much discussion on the customer’s experience during that journey, there’s little-to-none about the impact internally. Sadly, when asked what gets in the way of work the most, 59% of workers said wasteful meetings followed by excessive emails at 43% (Workfront 2016 Survey). Many office environments have become dependent upon status update meetings and CC/ forwarded emails to share customer information and keep their siloed teams in-the-know.

Data Access for All

Technology can be a solution to reducing meetings and emails. However, with the per-seat license fees and lack of complete data traditionally associated with the CRM and other SaaS solutions, it can quickly become challenging and costly to fully democratize your data.

To truly create a democratic business, you must practice the principles of social equality. Why shouldn’t accounting have access to the same relevant data your sales team has on a customer? Democratizing data means making it accessible to everyone.

At SalesWise, this is what we do best. We believe in creating greater transparency and in helping teams to work more intelligently with 3X the visibility of what’s going on. Reducing email by 30% on average with our customers, we believe in empowering your sales and non-sales teams to simplify the process and shorten the overall sales cycle. Seamless communications and data access enables your business to work as a democracy. Not just for the benefit of your customers, but for your internal teams too.

To learn more about SalesWise, visit http://www.saleswise.com/the-platform/.