Your media sales team is underperforming. What are the best sales enablement tools to turn things around?

Content is the most important part of any media sales, nurturing it in a right way using the latest tools will help you with the most optimum outcome. It will not only help you manage your time but also help you to backtrack where you went wrong or what was missing.

Identify the problem (why)? understand the problem curate the solution. To improve team performance, consider implementing effective sales enablement tools. These tools can include CRM systems for better customer management, sales training programs to enhance skills, data analytics tools for insights, and automation software for streamlining processes. Choose tools tailored to your team's needs and goals to drive performance improvement efficiently.

Lets understand the ressons. Market dynamics, demographic changes, content propositions, targeting customers or quality of team members. More than selling, firstly team should know the product well, do their homework on the prospects & have right conversations during the sales pitch. As sales leader one need to guage the right opportunity and plan well. Performance is always an outcome of the preparation and preparartion is done with proper planning that comes through insights and homework on the task at hand! Important factors Know your market & product well Research customer's need gap & solution Train the team properly Set right targets Measure performance & Correct the shortcomings

Boost their product knowledge and industry awareness, introduce a diverse portfolio to enhance their sales cart, reduce the decision making process by supporting them to make decisions and finally trust that they will deliver. Do not plant doubt in them whatsoever and the team will deliver. All these should be enhanced by a CRM that reinforces them.

- emphasis on productivity per head for media sales team to measure efficacy of messages. - do more efforts to improve moral of media sales team to create more innovative ways

One thing I've realized is that performance for any sales team no matter how sophisticated the tools you introduce are is based on them understanding how their personal goals are tied to the company's goals. Their overall mental, physical and spiritual well being is also key. Once this is fixed then performance begins to show and the tools for their job in tracking and everything else.

Choosing the right CRM is vital. For internal workflows, the free version of Sugar CRM suffices. To enhance sales, invest in AI tools like Apollo.io, Zoominfo, and LinkedIn Sales Navigator. For a comprehensive solution, consider ZOHO, Salesforce, Freshworks, or D365, but expect customization (50-60%) and resource allocation. Consider your revenue and cost ratio; dollars favor most CRMs, while INR leans towards HubSpot, ZOHO, or Freshworks. Ensure your CRM aligns with your unique needs and financial context as you make this critical decision.

Self awareness is really helpful. The sales person needs to have set personal goals then translate the same at the work place.

Software de gest?o e ferramentas de automa??o s?o grandes aliados no gerenciamento de vendas e ganho de tempo, principalmente em prospec??o.

In media sales, Customer Relationship Management (CRM) tools help manage interactions, track leads, and streamline communication with advertisers. CRM systems assist in organizing client information, enhancing sales processes, and fostering better relationships for more effective sales strategies.

Sales coaching, but not in the traditional sense. We don't need to return to the 4-hour seminars every time the numbers go low. You need to coach through collaboration and real-world examples. Where are sales dropping off? Is it a closing problem? Are meetings down? What other symptoms are there to the low revenue diagnosis? I'm sure it will differ across team members, but this is exactly where the collaboration comes into play. This could also help discover if it's a product or pricing problem (even though it's "always a pricing problem") But create a safe place without blame for where team members are coming short. You're there to fix and patch, not make the hole bigger.

Sales intelligence is a must-have now a days for any business to thrive. It involves collecting and analyzing data to provide valuable insights into potential customers, market trends, and competitor activities. Utilizing AI-powered tools like Apollo.io, Zoominfo, and LinkedIn Sales Navigator enhances sales prospecting, allowing teams to make data-driven decisions and achieve better results. This enables businesses to stay ahead in the competitive market by targeting the right prospects with the right message at the right time, ultimately driving revenue growth and success.

Gen AI based predictive models for prospective industries for revenue generation can enable media sales teams to have more in-depth understanding of upcoming trends, and base their approach to capitalise on the same. If FMCG companies, for example, are looking at rural as the next growth engine, it would be useful to assess using predictive models on what steps they would take, and in which of these steps, the media sector can help scale up. An understanding of such requirements would enable the media sales teams to provide better solutions. More basic, they could start looking at U+R data, and push BARC (only relevant for TV) to upgrade infrastructure to provide more robust rural data.

We live in a fast paced sales environment. Sales intelligence tools drastically expedite the sales cycle by producing better qualified prospecting and quicker knowledge of client needs. I believe any intelligence is good intelligence and can be used at some point during the sales process. However, I do think some salespeople can be overly reliant on these tools and it can sometimes lead to sales paralysis.

With backdrop of digital advancement. Sales Intelligence has become a hygiene factor. In a layman words Sales Intelligence is like alphabet..A B C D...and one can not form a word and eventually a sentence if they don't know alphabet..

Helping your team identify what success looks like is the first step in the right direction. I believe sales coaching is the best method to spur direct performance increases by illustrating key implementations that will lead to achieving goals. Identify small but impactful areas of improvement on an individual basis with elements of team collaboration. Establishing clear goals with a solid plan is important to create action and engagement.

Implementing coaching and targeted training for your media sales team is a proactive approach to address underperformance. Focusing on skill development, product knowledge, and effective communication strategies can contribute to a positive shift in their performance.

Sales coaching is pivotal for success. It develops skills, boosts performance, and aligns with organizational goals. It enhances productivity, builds customer relationships, and adapts to market changes. Engaged teams stay longer, and data-driven decisions lead to a competitive edge. In a dynamic market, coaching is a strategic imperative for growth and sustained success.

Continuous learning is essential for sales success. Investing in sales training and coaching platforms equips the team with the necessary skills and knowledge to navigate complex sales processes, objection handling, and relationship building.

Investment in human capital on sales coaching and training is of paramount importance. Company should invest in platforms or services that offer comprehensive sales training and coaching modules. These platforms can provide team with the skills and techniques necessary to improve their sales performance. Any training with just a module of training once in a while doesn't work, training has to be outcome driven and should be done with a calibration module quarter on quarter.

Sales collaboration is essential for success. It involves teamwork, knowledge sharing, and communication within the sales team and across departments. Effective collaboration leads to improved customer relationships, cross-selling opportunities, and agile responses to market changes. It also enhances team morale and training, contributing to sales growth and customer satisfaction. In today's competitive landscape, prioritizing sales collaboration is key to achieving business success.

Creating a collaborative sales environment is essential for championing a winning culture. I believe everyone regardless of job duties is ultimately on the sales team, as we are in business to create revenue. A smooth operation incorporates the best of each team members skills into the sales process and minimizes waste of time and effort. Sometimes, creating too much process can work against productivity. I'm a fan of creating simplistic models for obtaining goals in the most efficient manner possible. All sales collaboration should be focused on achieving customer satisfaction.

Seamless communication and collaboration are essential for a cohesive sales team. Utilizing tools like messaging apps, video conferencing platforms, and project management software facilitates collaboration, enhances team coordination, and fosters a supportive work environment

Data Analytics Tools: Data-driven decision-making is fundamental in sales. Analytics tools provide actionable insights into sales performance, customer preferences, and market trends, enabling the team to make informed decisions and adapt strategies accordingly.

Streamlining - streamlining the sales strategy is extremely important. Restructuring the way you do things and improving the process is vital to keep things up to date and going with the newest trends. You may even save money in the process.

Implement incentive programs and recognition initiatives to reward top performers and motivate the entire team. Recognizing achievements can boost morale and foster a culture of healthy competition.