As new sales technologies continue to pave the way with expanded functionality and efficiencies, successful sales organizations are taking note by riding the wave of automation to revenue.
Did you know that most salespeople (75%) believe that at least 50% of their daily activities will be automated within the next 10 years? And nearly half (45%) believe this is likely to happen in less than five years!
The impact of this is no secret—sales efficiency and performance is on an upward trajectory. Efficiency gains and overall sales process improvements have a direct impact on revenue. Organizations are able to realize such benefits when leveraging automation and other sales technologies. With so many available options, though, what is the best process to take when expanding a sales technology stack? Backed by research, here are three steps to consider taking if you want to catch the wave of automation and ride it to revenue!
Step One: Get Ahead of the Wave
In order to surf a wave, you’ll need to first identify it and prepare to catch it. There may be a few waves within a set and it is all about finding the right one to get ahead of. The same goes for riding your technology wave to revenue. Getting ahead of the automation wave means doing research on the different sales technologies available. Bone up on what is out there and prepare to catch the wave by identifying any gaps in your current technology stack.
Step Two: Catch the Wave
Once you identify the wave you’re going to ride, it’s time to paddle! Paddling means making sure you do all the prep work necessary to see a return on your technology investment. Make sure each technology you add to your stack adds value to your existing stack. Even better when they integrate well with your other systems so that you can build a more comprehensive data story.
While the data leveraged from new technology additions are exciting, don’t underestimate the power of a good software implementation plan. The tech is no good if it doesn’t stick –
adoption is key!
Step Three: Ride the Wave to Revenue
The goal of riding the wave is to ride it as long as possible. To do this successfully, surfers often make adjustments to maintain stability and keep up with the momentum of the wave. Similarly, a tech stack needs to be adjusted if you want to continue benefiting from it. Adjustments are made as needed based on new offerings or changes in your overall business that might require updates to the technologies used.
About the Author: Jaime Lee is the content marketing manager at Velocify. She has 8+ years’ experience creating marketing communications strategies for every type of company imaginable, from non-profit startup to enterprise software. Jaime is a licensed real estate salesperson (DRE #01930210) and has a B.A. in Communication from the University of California, Santa Barbara.