Chris Hardy, CRME, Vice President of Commercial Strategy at Parks Hospitality Group, HSMAI Sales Advisory Board
In today’s rapidly evolving landscape, technology plays a pivotal role in transforming the sales discipline. The integration of technology into the sales process is not just a trend but a necessary step toward staying competitive and achieving success. The HSMAI Sales Advisory Board recently explored the impact of technology on sales and its benefits.
10 Key Takeaways:
- Technology is an essential part of the sales process and should be embraced strategically to enhance sales performance.
- Deriving insights from data is a valuable aspect of using technology in sales, and incorporating AI into CRM systems can streamline decision-making.
- Incorporating the right technology throughout the sales cycle can allow sales teams to focus on the most qualified prospects.
- Proper training is crucial to ensure sales teams can effectively use technology platforms to increase productivity while not losing the personal touch or consultative approach to building meaningful relationships.
- Measuring ROI through usage reports and revenue tracking helps optimize technology investments and avoid overwhelming sales teams with unnecessary tools.
- Fragmentation and systems not connecting to each other is a pain point that hinders adoption of technology.
- Implementing the role of a product czar or champion, who supplements vendor capabilities and guides the best use of tech platforms, can improve adoption, and enhance their effectiveness.
- Utilizing technology for internal communication can improve efficiency of remote teams.
- Technology can impact the hiring process by emphasizing the importance of candidates’ mindset towards efficiency and time management.
- Pre-hire assessments, business test cases, and screensharing during interviews can assess candidates’ technological knowledge and suitability for the role.
Questions to Bring to Your Team:
- How are your team’s using technology in their sales process?
- What platforms/tools have you implemented and finding successful for prospecting and lead generation?
- How are you training and measuring the impact of using these platforms?
- How are you overcoming resistance to adoption?
- How has technology proficiency changed your recruiting and hiring practices?