80% of small business owners rank sales process as a critical area for improvement in 2016.
We asked small business owners what was on their mind going into 2016 and received some great insight into what businesses are working on to improve their sales productivity.
It turns out that the majority of business owners are trying to figure out how to make their existing teams more productive instead of growing their headcount. This emphasis points to a clear need for small businesses to go further in adopting sales technology to improve the efficiency of their sales team before they try to scale.
In the survey, small business owners confirm what we have believed for a while now. Sales technology is becoming a major source of competitive advantage with huge gains in productivity for those teams that can incorporate it into their sales process.
With it, sales teams can manage not only their one-on-one relationships, but deals as they move through the sales pipeline. A CRM becomes even more important if your business is account based where successfully maintaining a relationship with your customers is critical to retaining ongoing revenue.
Sales automation is the process of relying on computer systems to automatically send routine pieces of sales correspondence to free up salespeople to focus on more value added parts of the buying process like delivering presentations. By implementing sales automations tools, businesses can give back time to their sales teams and insure greater accuracy when following up with new leads.