Sales managers need to identify the right tech stack that can help their sales team learn better and grow faster
As stated in a Harvard Business Review article, “If your first-line management is broken, the entire sales force will be ineffective.” Still there are many organizations that struggle to provide enough resources to their sales organization or hire a sales manager who understands the value of the right technology stack in addition to many other leadership aspects that can bring to a sales team.
Through a rigorous screening process, executives and sales leaders may bring a talented sales manager who knows how to motivate a sales team or lead by example. Still there is a need to set up a technology stack that can improve productivity and provide data-driven recommendations that can help a sales team improve their performance!
Growing sales team
Growth is the aim for most if not all sales managers so training the team is vital to future success. Sales software that can record sales conversations and convert them into meaningful actionable insights is fantastic for a growing team as you can track your team’s aggregated sales analytics to tailor training to the areas that need the most focus. By doing targeted and constant training you’ll always be improving and therefore growing. Sales teams normally experience high churn so constantly keeping a track of what is causing a deal to lose or win is super important!
Expanding customer base
The world is constantly changing, therefore the way we do business is evolving. It is estimated that around 31% of business is conducted online and that is expected to increase further. Sales managers should be looking at expanding their customer base. In doing so, you are broadening your opportunities. Using sales software with call recording and customer insights you’ll be able to flag customer concerns, improve training and win more deals – all from the conversations you’re already having.
Achieving company goals
Building a house starts with getting the foundations right. The same is true for growing a business. Improving how your sales reps operate through customer insights and valuable training doesn’t only benefit your sales team - it goes all the way to the top executives who can then set and achieve more ambitious company goals every year as they have the foundations in place from your team’s success. One software spanning across the frontline teams i.e., sales, marketing and product leaders can remove silos and help you refine your messaging for your customers!
First things First! Sales CRM to track your pipeline
You might be wondering which software is ‘must have’ vs ‘good to have’!
When you consider putting together a sales stack, the first thing that comes to mind is the sales CRM. The common ones are Salesforce, Hubspot and Dynamics 365. You can look at the customer reviews and ratings on G2 or Capterra (Salesforce ratings on these links).
Usually sales people forget to add client call notes into CRM. And you can’t blame them! There is so much on their plates that it’s really hard to keep track of everything! Here comes the software that can not only track key highlights from every client conversation but also exports automatically into the sales CRMs under each client name!
Fully automated note-taking software
Whether you are considering just the transcription platform to capture every detail and then manually extracting important info from there so you are thinking of a fully automated solution - the only thing that matters is the return on investment.If you save more than 30% of the time that goes into admin tasks, choose a software that can automate as much of this admin work for you to focus on selling!
The important thing to note is that not all softwares are the same so it’s advised to do your research into which suits your needs the most and fits into your budget. For example, there are multiple platforms that offer transcription or audio replay but there are only a few that offer fully automated note-taking functionality and extract key takeaways that directly get exported into CRMs. Flyte can help you provide to-the-point and rich information from your customer conversations that directly goes into your CRM without your sales person even lifting a finger!
Call Insights and Sales Coaching software
It’s necessary to track all the conversations in your CRM because if you are onboarding a new sales rep and need them to get to speed as early as possible, then the new sales person should be able to understand what a particular client was specifically concerned about by looking at previous call statistics. Most speech-to-text services offer a standard word for word transcription which can take ages to read and digest. The best option is to go for software that offers call insights so that the text is pre-categorized and easy to manage. There are sales coaching platforms such as Gong.io and Chorus.ai that are widely used and provide insights useful to sales people. However, if you’re looking for a software that not only helps a sales team to learn from aggregated call insights but also from customer insights to better understand the customer profile, Flyte is the way to go!
Overall revenue intelligence for frontline managers
Frontline managers play an important role in the customer journey from sales prospecting to managing ongoing customer requests and releasing new product features to help customers succeed in their businesses. Not to forget managing marketing campaigns for various industry segments. There is a lot to keep track of!
Revenue intelligence through smart software gives insights into your sales team performance, the market you’re in, the customer you’re dealing with and the product roadmap you’re prioritizing for your top clients. Everything comes down to one important aspect which is to understand customer pain points and learn from sales conversations – all in one place.
Flyte offers overall analytics that helps sales, customer success, marketing and product teams to perform smarter, predict churn, understand buyer persona and product priorities. This allows management teams to make better decisions!
Do you want to try out the product yourself? Book a demo here and get access!
Keywords: salesai, managers, revenue intelligence, conversational AI, call recording, sales coaching, advanced analytics, product insights, customer insights
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