By Nancy Nardin, 2/9/16 To get access to the Sales Stack Worksheet, CLICK HERE
If you’re a little sick of hearing about technology and just want to know “how do we get the right tools that will have the most impact across time at the lowest cost?” this article series is for you.
Answering that question requires toughness and determination. However, in this 3-part series, I’m going to give you the exercises and tools you need to get the job done.
This post provides instructions for step one. First off, don’t let your sales stack build itself as a result of ad-hoc responses to acute challenges.
As with anything, taking a long-term view and planning accordingly has its distinct advantages. For one, you won’t be tempted to respond to short-term pains with a solution that doesn’t fit within an over-all tech investment strategy.
Our research shows that a majority of sales leaders are always on the lookout for technology that can help them.. But “keeping a lookout” is a passive approach. It can result in an incohesive patchwork of technology that weakens your organization.
It’s good to stay aware of new tools. Just don’t do it without first actively mapping-out a defined technology strategy.
Throughout the next few weeks, you’ll want to ask:
- What technology do we already have in place?
- Which are providing a meaningful return?
- What are our unique challenges?
- Which areas of our sales process can technology have the biggest impact?
- How can we determine which technology will provide the best ROI?
Those are tough questions. You’ll discover many of the answers by virtue of assessing the technology you already have in place and which parts of the sales and marketing eco-system it touches. And that’s your first step to in building a kick-ass, loss cost Sales Technology Stack.
First, list your current technology. Next, map it to the many different activities that influence performance so you can see where the gaps in technology are.
How do you know what technology categories to use and which functionalities fit within each?
You can download the Sales Stack Assessment worksheet we created especially for this task. It lists the 9 key sales tech categories and each is broken down into sub-categories (a total of 64). It’s the sub-categories which make it possible for you to identify where your technology strengths and weaknesses lie.
Taking control of your technology direction will enable you to knock-out your challenges and get the highest performance wins for the lowest cost.
Turn technology into a competitive advantage for your organization beginning today.
In the next part of this series, we’ll outline the second step of the process… determining which technologies will provide the best outcome and ROI.