Sales was difficult enough even before the pandemic hit. In the short term, enterprise organizations learned how to pivot and found powerful ways to create a sales acceleration, positioning themselves to thrive in “the next normal.”
Selling strategies went digital as we all sheltered in place and practiced social distancing. Now, organizations are accelerating the way they equip sales teams with relevant content, skills training, coaching opportunities, and the right tools to efficiently work in this mobile and virtual world.
2021 is gearing up to be the year of sales acceleration. The digital economy is moving fast, and the buying process is happening much quicker. Sales acceleration is crucial for an organization’s survival, growth, and success in this fast-paced economy.
Here are 8 powerful key findings to help you take advantage of sales acceleration in 2021:
Remote work is here to stay
Once we adjusted to the fact that we weren’t going back to the office any time soon, we hit our stride and accepted that meetings needed to be virtual. Setting up sales meeting are a little different. Sales pros will tell you that a face-to-face meeting is much easier for the salesperson and prospective client to interact, but deals can be closed online. Good sales reps know how to customize the sales pitch, whether it’s in person or a virtual meeting.
Selling goes virtual and mobile
Sales teams have realized that virtual selling can be more efficient and effective – and shorten the sales cycle. Sales reps will benefit by saving time commuting to meetings and saving money by utilizing virtual meetings. In a survey by Bain & Company, with more than 300 B2B buyers and sellers, 80% of respondents said they “believe there will be a sustained increase in virtual interactions” after the pandemic.
Sales models are changing – 57% of sales leaders surveyed are adopting a remote or hybrid sales model in 2021.
Sales acceleration is key
There is a greater need for sales teams to be flexible and responsive, as well as to align more closely with other departments and teams. Your organization’s content, resources, and communications may be disorganized and siloed in different departments and divisions. A sales acceleration mobile app can give your sales reps easy access to the information they need right on their mobile devices. Sales pros can search within the app and quickly and easily find the resources they need in real-time.
Sales engagement is important
Your sales team is on the front lines of any sales acceleration initiative, and that means their engagement with prospective buyers is critical. It’s important that your sales reps have all the tools they need to interact with customers and prospects. With a sales acceleration mobile app, your salespeople can quickly and easily access the sales content they need to close the deal, right on their smartphone.
63% of sales leaders believe that virtual meetings are just as or more effective than in-person meetings.
Data will drive sales acceleration
Due to the virtual nature of sales interactions, it’s much easier to capture data and analytics around the sales cycle. Your sales department can gather insights from sales activities, learning, and content. Data-driven information and decision-making will show which sales content that reps are sharing correlates with greater sales success. Digital feedback makes it easier to accelerate the sales process and shorten the time it takes to close the deal.
Automate sales tasks
Most sales leaders say that CRMs and virtual conferencing software are the most important tools for virtual selling. 61% of over-performing sales teams use their CRM to automate parts of their sales process. By automating parts of their sales process, sales reps have more time to focus on selling.
Skills coaching and training will increase
Because your sales team is no longer working in the office, sales managers must find other ways to keep up on coaching and training for sales reps. In the past, sales leaders would provide in-office training and collaborate with salespeople to help them with the latest tips and tricks. Now, sales reps may feel more isolated when working from home. Enterprise organizations can use a sales acceleration mobile app to help coach, train, and collaborate with sales reps and track their progress.
Consider a sales acceleration mobile app
At CatalystXL, we want to help you quickly and easily share sales content and foster collaboration across your entire organization. We can deliver a no code, custom branded sales acceleration mobile app that unlocks answers and provides insights via our Cardware™ platform — sharing categorized content in a powerful flashcard format. Our mobile platform provides Sales Acceleration and a Connected Workforce for your sales teams and sales reps – both in and out of the office.
Book a demo today.