Sales calls are unpredictable. Members of your sales team can research prospects, map out a script, and read all the training materials they want; however, nothing stops customers from making unexpected objections and driving calls in a different direction than expected.
When engagements don't go according to plan, sales teams must react on the fly.
A full 42% of sales professionals say they feel they don't have enough information going into a sales call. If each of those sellers contacts 10 prospects per day, that's a high volume of conversations for which teams feel underprepared, and they are likely leaving relationships—and the business that comes with those—on the table.
It's not that managers aren't committed enough to helping sales professionals prepare and succeed. Rather, sales teams lack time to complete prospect research, in large part because of the time-consuming manual search process that's still typical across industries.
The right sales technology makes research quick and easy. Sales intelligence tools allow sales teams to streamline operations and effortlessly access in-depth prospect information that goes beyond the basics. Such insights enable sales teams to work together better, reach more prospects in a shorter period of time, and feel more prepared when it's time to engage.
Three Signs It's Time to Invest in Sales Intelligence
For sales teams, growth starts with identifying areas for improvement. The easiest way to pinpoint areas for change is first to identify signs of dysfunction—where a team expresses frustrations, knowledge gaps, and other unmet needs. Then, it's easier to work backward to determine what's causing those problems and how to adjust.
To get started, here are three signs that a sales team would benefit from investing in sales intelligence.
1. The sales team feels disconnected and stressed
Closing a deal can be grueling. Prospects may say they need to talk with other stakeholders before making a decision and then take ages to get back in touch. Or they might challenge pricing. There's no avoiding those difficult conversations, but if typical interactions with prospects are that strenuous, the problem may lie with how the sales team functions.
Unfocused execution throughout the sales process results in lowered team morale, increased stress, and poor communication. Ideally, difficult prospects can serve as a rallying point for a team.
In an office, salespeople would bounce ideas off each other and develop a plan. They'd console teammates after poor calls and celebrate successes. Team-building moments like that are harder to facilitate now that many sales teams work virtually. Sales professionals can feel isolated from each other—physically and practically, such as for sharing best-practices.
2. The sales team wastes time and effort
Poorly managed energy and resources are indicators that a sales team feels disconnected. When that happens, salespeople have to start from scratch with every new prospect. Perhaps they lack access to internal documents and they are forced to spend hours searching for relevant prospect research. There's no momentum built in such an approach, and the time sellers should be spending engaging prospects—and customers—becomes occupied with trivial logistical issues and paperwork.
