Many organizations are adopting technologies to support their sales teams and achieve high-performance levels. This sounds like a promising idea because the challenges associated with sales operations are genuine. A team can quickly become overwhelmed by the dispersion of marketing materials and the multitude of floor plans, making the sales process as confusing for sellers as it is for buyers.
As a sales manager, you are crucial in leading your team to success. It’s natural for you to be enthusiastic about improving your team’s efficiency, thinking that a new tool will solve all their problems. However, it’s crucial to remember that even the most advanced technology can’t perform miracles independently. Your leadership and guidance are essential in ensuring the technology is effectively utilized, and your team’s potential is fully realized.
A tool like Livya can centralize all information in one place, making everyone’s work easier. However, successfully adopting such technology requires more than a simple acquisition. The organization must support its team in this change. Too often, this essential step is neglected.
Once the solution has been acquired, sending an e-mail with the project URL and a few instructions is not enough. A more structured and proactive approach is required to maximize the use of a tool. It’s essential to appreciate the importance of involving not only the sales team but also other managers in the process of integrating new technology. This requires creating a working environment conducive to adopting the tool, defining clear objectives, and ensuring regular follow-up.
Here are a few tips drawn from the experience of our teams:
1. Give managers visibility.
When evaluating which technology solution to adopt, involve the company’s management to get their support. Having the support of managers or the CEO will facilitate technology adoption for the whole team.
2. Give people a reason to use it.
Change is always challenging, and changing how your team works is even more difficult. Before introducing the new technology to the team, ensure you can convincingly answer the question, “Why do we need to use this tool?”
Your team needs to understand the reasons for adopting this new technology. Build a solid business case and specify concrete benefits to motivate your team. Identify the specific problems this technology will solve and ensure these issues resonate with your sales teams.
3. Make an official announcement.
Once you’ve acquired the technology, make an official announcement to the company. Give the news the importance it deserves. Organize a meeting or webinar with the marketing, sales, and management teams, where you’ll explain how the tool works and its key benefits. Also, show how other companies have succeeded with this solution, as success stories are often a source of motivation.
4. Well-trained salespeople generate more sales.
Make sure you train your team to use the new technology. At Livya, we offer webinars, one-on-one calls, help articles and product videos. Share these resources with your team and encourage them to familiarize themselves with the tool. Explain how to use the tool and how it fits into the sales process.
5. Hire experts.
Sometimes, these are called “technophile leaders.” Some members of your team may be quicker to learn and master new tools than others. Identify these people and encourage them to help their colleagues. It’s often easier for the team to learn from their peers.
In conclusion, integrating new technologies requires the sales team to take charge and understand these tools before they are adopted internally. These early adopters will be the best candidates for understanding the impact and benefits of these innovations.
