There are so many great sales tools on the market to choose from. Not only that, there’s a variety of ways to configure and deploy the tools to make your sales efforts more successful. You might be here because you have some shiny new sales tools at your fingertips, and you’re ready to roll them out to your team. But you’re also aware that adding a new tool into the mix without a game plan will be as effective as a screen door on a submarine. So, how do you make sure these tools don’t throw your processes into disarray or end up gathering digital dust?
Getting Buy-In From Your Team
The first thing you’ll want before rolling out new tools to your sales team will be their buy-in.
I know a number of salespeople whose performance was negatively affected, or they have quit/lost their jobs over the rollout of a new CRM. If you’re in sales management, you probably know a few as well. In most cases, the root cause was the way that the CRM was introduced into the workflow and not the CRM itself. Sometimes, an employee’s inability to adapt to a new system may be an indicator of other performance issues, but friction can also be caused by management. So, before you introduce any new tool into your workflow, gather your team. This isn’t about decreeing from on high that “Thou shalt use this new software.” It’s about opening conversation and encouraging collaboration. You might ask them what pains they feel with the current process. And how do they think a new tool could make their lives easier, not just more complicated? Whether or not your team will participate in selecting the tool, this chat is crucial because adoption starts with buy-in. When a team knows they’re being heard, buy-in is more easily fostered.
Addressing The Learning Curve
Now, onto the training phase. If you’re imagining a dry, click-through PowerPoint that everyone forgets the moment they close the tab, think again. Training for new sales tools should be hands-on, interactive, and, dare we say, fun. Consider setting up a sandbox environment where mistakes are not just allowed but encouraged. It’s about getting comfortable, experimenting, and finding out how to make these tools sing for your specific needs. Lots of tech companies offering sales tools also provide free or low-cost resources to help with onboarding their software. They may have a library of video and training content. Some CRM companies even have a certification program, which can be particularly exciting for employees because it signifies a personal accomplishment that they can add to their resume or LinkedIn.
Aligning Tools With Company Ethics & Culture
Every tool you introduce should resonate with your company’s mission and core values. This ensures that these technologies are not merely mechanisms for hitting targets but instruments for building deeper, more meaningful relationships. Set clear, measurable objectives for these tools that reflect your company’s broader goals, ensuring that your technological advancements are fully integrated into your overarching mission. Also, consider the current climate of increasing emphasis on ethical business practices.
Let’s spotlight some tools that stand out not only for their functionality but also for their commitment to ethical standards:
- Insightly: Strong data security options and compliance with various international data protection regulations validate this CRM company’s reputation for ethical business practices and commitment to user privacy. They also participate in community service and development programs and seem to maintain an unbiased position on social issues, reflecting their corporate responsibility values.
- HubSpot: This well-known company offers tools and features that encourage transparency, honest marketing practices, and user privacy. They’re involved in various social impact initiatives aimed at education and helping small businesses grow sustainably while also catering to more established companies equipped for account-based marketing. It also maintains a balanced approach to statements on current events.
- Pipedrive: Also widely used in the marketplace, yet still seen as an up-and-comer due to capabilities and recent traction on system adaptation, this CRM company emphasizes user control over data and adherence to privacy laws. They maintain clear policies regarding data usage and customer interactions and are known for transparent pricing models and fair business practices.
We suggest doing your own research and following your tech suppliers’ activities to ensure they maintain ethical practices. Taking the time to do so will not only enhance your sales tech industry knowledge but will also make your brand more attractive to clients and employees who prioritize wider societal values.
Learning from the Field
Most sales professionals won’t benefit from operating in isolation. Study other sales teams that have already gone through the same process and seek advice from experts. What worked for them? More importantly, what didn’t? Use and learn from the collective wisdom of those who’ve tread this path before you to avoid wasting time and resources unnecessarily. Apply their lessons to your situation, and don’t be afraid to reach out. Most folks are happy to share insights, and direct conversations with them can provide additional networking opportunities.
Documenting the Journey
Think of tool integration documentation as a favor to your future self and the company as a whole. Mapping out how you integrated these tools into your workflow will provide valuable insight for the smooth implementation of other tools down the line. What steps did you take? What were your setbacks, and how did you overcome them? Make it detailed, clear, and accessible so it can become part of your standard operating procedures.
The Metrics Matter
Here’s where we get a bit technical. Integrating new tools is great, but how do you know if it’s actually working? Metrics and KPIs are your friends here. Ensure you set up reporting capabilities within these tools as part of your integration. Automate that reporting if possible but don’t forget to review your stats regularly. In the beginning, a weekly check-in should suffice in most cases. Keep an eye on your production volume, sales cycle lengths, conversion rates, customer satisfaction scores, and even how the team feels about using the new tools. Keep a close eye on these metrics pre- and post-integration to really gauge the impact, avoid data overload (try to focus on the most important stats), and strike a balance between the qualitative and the quantitative.
Keep in mind that you will likely need to make adjustments based on feedback and performance. It’s best if you maintain a mindset of always looking for ways to improve, not only just after implementation but also in the long run.
In Conclusion
Integrating new sales tools isn’t just about making your numbers look better. It’s about empowering your team, streamlining your processes, and making a statement about the kind of business you want to be. So, as you embark on this journey, remember: it’s how you choose your tools and how you use them that really makes the difference.
Do you have any questions about your sales tools or unique situation? Let us know, and we’ll provide some insight on a one-on-one consultation. Let’s make your sales strategy effective and meaningful.