How can you upgrade your sales management process with the latest tools and technologies?

start by clearly defining your sales process, outlining each stage from lead generation to closing deals. Next, identify the specific tools and technologies that align with your process and industry, such as CRM software, AI-powered analytics, and automation tools. Finally, implement a training program to ensure your sales team is proficient in using these tools effectively, and continuously monitor and adapt your sales process as technology evolves.

e integrated a CRM system in our sales process. It streamlined lead tracking, communication, and pipeline management. It also allowed for automated follow-ups and provided insightful analytics. This made our sales efforts more efficient and focused. Plus, it freed up time for reps to build stronger client relationships. It's like having a trusty sidekick in the sales journey!

To help you define a sweeping sales process, start at the customer journey. Use those stages to define what your customer needs and wants in each phase. Those are the tasks you use as the base for your sales process. Once you have it, make a blueprint for your CRM.

Trying to "map" your sales process is way harder than it appears. Many don't have it at all. You first have to paint the process AS IS, i.e., without replacing sometimes horrible reality with ideas of how it SHOULD be. A big challenge is that many teams and people involved in the process have their own ideas about how it works. You'll have to put it all together. Remember - AS IS. Of the tools, I'd suggest starting with a regular pen and paper, at the very least diagramming apps like Miro or similar. Don't try to start fixing anything in the mapping process, or introduce new tools / practices! You will make your life harder. When ready, check that your chart reflects your reality. It is only now that you can proceed to the next steps.

While it is important to define your sales process. It is equally important to be checking the metrics of any sales pipeline against known pipelines that have worked.

Automating sales tasks can significantly boost efficiency by reducing manual workloads, allowing sales teams to focus on higher-value activities like building relationships and closing deals. Managers should start by identifying repetitive and time-consuming tasks such as data entry, lead nurturing emails, and report generation. Then, invest in sales automation tools and software like CRM systems, email marketing automation, and chatbots, ensuring proper integration and ongoing optimization for the best results.

While introducing sales tools & automation, it is critical to think about what factors discourage or encourage adoption. Sales folks have several demands competing for attention. Naturally, they prioritize their time & resist anything that doesn’t help them sell more. Be wary of the point when process complexity/ tool usability crosses from ‘useful’ to ‘tangled’. Adoption happens when you help your team get things done in a way they see is beneficial to them & to company. Return on salesperson’s time & usability are key. Make it as valuable to them as meeting a prospect or customer. For any change to sustain, change management has to be broad-based. Early adopters shouldn’t remain to be the only cohort that sticks to the process & tool.

When entering the exciting world of automations, one can get lost pretty fast. Before you enter, create a list of little tasks that consume a lot of time. Next, create one that states all of the things that go wrong all the time. Like the right close dates or missing information. Those two lists will give you the best head start on automations and keep you focussed on what matters mosts for your sales team.

This would be the second step in an ideal world. In reality, your second step would be to optimize the existing process. Understand which steps are redundant. Time between an incoming lead and a response from a sales? Is the seller spending a lot of time searching for the right information? How many emails do they send per day? Can more be done? Time spent preparing the proposal? Five managers approve the discount? What actions are often repeated? Identify all bottlenecks and divide them into two categories - optimize and automate. Think about how you can measure the impact of these bottlenecks on process and efficiency and how to measure them. Start improving and automating only when you understand WHAT needs to be done.

HubSpot and many other CRMs have the ability to add sequences to automatically engage with your prospects and leads. utilizing the tools available on any given platform will help you manage your time more effectively.

The most powerful method to keep everyting top of mind is to lead by example. Have a copy of the sales process on your wall, always have your CRM open and keep asking questions about progress of deals based on your sales process. Remember, to really have a new way of working stick, one must at least do something 20 times. And for a whole new process that can take up to six months.

Training and coaching are pivotal in elevating sales management processes. By investing in regular and effective training, managers can nurture their sales team's skills and confidence while aligning them with established standards and expectations. Practical tips include leveraging online learning platforms, video conferencing tools, and sales gamification software to make training engaging and impactful, while providing consistent feedback and addressing challenges to keep the team motivated and effective.

It's the same with training. First, you need to understand what skills are missing from those that have the greatest impact on the effectiveness of the entire sales process. Also, try to make this effort regular and with repetition rather than a one-time effort. Be sure to add self-learning. By the way, there are so many useful self-learning resources on LinkedIn.

One of the most important insights I can offer is the use of practice in perfecting your pitch. Proper training and coaching helps make sure that messaging is in line and effective.

Coach, coach, and when you are tired of coaching, coach some more. As you can see I am a huge advocate of coaching. Depending on the size of your team, coaching can be accomplished in a variety of ways. I am constantly on the phone with my sales reps. We also use video conferencing often. I am fortunate enough to also still be selling as well as leading, so I get to lead by example. However if you are leading and managing a big sales team, to me it comes down to two simple words. Over communicate. Get as many touches as you can. Train yourself as much or more than the training requirements for you sales team. You are the leader. Train like one. Then lead from a place of service. Sales is service.

Data quality is another huge headache. Problems with data taxonomy, human input errors, misclassification, missing data, and more. So first make sure that the quality of your data is acceptable. If it's not, then fix that problem first. For this, you can bring in external experts to help fix and customize the system once so that you can just keep things in order in the future. Remember, bad data is the source of bad decisions.

To help the monitoring, I usually build a dashboard for my clients. I call it the unclean data dash. It helps you see where info is missing, where leads are being forgotten or deals standing still. Check this dash once a week (or more often if you please).

As technology continues to improve, more data becomes available to analyze. I think all of it can help. It can also create paralysis by analysis. Start with the sales goals and work back. If my sales reps are exceeding their sales targets, the data can help identify the where they are effective and find their strengths. If we are behind target, we dig a bit deeper and this is where we find gaps in knowledge and execution. I always look forward to the tough times. That may not be a popular perspective, but we learn much more during these times. This also is a key tool for a sales leader because I discover where I need to improve in my leadership skills. The better the data, the more opportunities to discover strengths and weaknesses.

Develop “flash points” in the data that help keep the team on track. What are the three or four things that the dashboard can illustrate that give your team a glance and run analysis. Then coach the team how to spot problems and develop solutions

Sometimes a simple thing can really make a big difference. Every week, pick out a couple of team members and call them. Just to have a chat. Encourage others to do the same. Create a strong group by creating strong indivual bonds.

My company had to put me on my own phone plan because I was using all the company shared phone minutes. I love to talk to everyone. Since the pandemic, the only change is I call my inside team via Microsoft Teams. I still think a conversation is the most effective way to collaborate. When messaging, I am also "that guy" who uses emojis. Humans are emotional beings. I try to use emojis as a way to bring some color to instant messaging or text. I have now integrated the practice into email. I have been challenged a few times on the professionalism of this practice. I find those challenging my approach not as in tune with the human connection of communication. I will try and guide them :)

Collaboration is a great team effort. This only happens when they have time together (in person or virtual). Develop the culture that the 20 year veteran is heard as well as the new hire. Common objections can be role played by all and the results are a collaborative team and improved sales results. The sales team should be viewed by the market as thoughtful and insightful. That only comes from sharing.

When all the basic things are resolved - there is a map of the sales process that matches reality; the process itself is optimized and fine-tuned, most bottlenecks have been dealt with and repetitive tasks automated; and data quality is at a satisfactory level, then you can start experimenting with improving the sales process. Make a plan and test the innovations step-by-step, gathering feedback from both salespeople on whether it helps or hinders them and from customers on whether things are improving for them. Several innovations at once will make it harder to know what works and what doesn't.

Sales is starting to be understood as a performative art with the need to constantly adapt and improve on your skills in order to maintain any semblance of efficacy.

To enhance sales management, assess current processes, set clear objectives, select suitable tools (e.g., CRM, analytics, AI, automation), ensure seamless integration, train the team, prioritize data security, and continuously evaluate and optimize. Stay informed about emerging technologies for ongoing improvement.

STAY INFORMED: Keep up to date with emerging technologies and trends in sales management. Attend industry conferences, read relevant publications, and network with peers to stay ahead. Remember that while technology is a powerful enabler, it's essential to maintain a customer-eccentric approach and not lose the personal touch in your sales process. Balancing technology with human interaction is key to successful sales management in the digital age