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Building a sales stack should be a strategic initiative for your sales organization – just like building out your organizations technology road-map is for IT.

The difficulty is that unlike IT, Sales is not often given the edict, expertise or resources to make smart technology decisions.

Previously, I published “How to Build a Kick-Ass Sales Stack” step one. The first step is to take inventory of the technology you already have in place and identify where in the sales ecosystem its aimed.

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.

Step two

So what’s step two? The first thing you’ll notice is that step two isn’t so much about technology. First and foremost, it’s about analyzing the moving parts of the sales process to identify those that work well and those that need improvement. The goal is to systematically review the elements that affect overall sales performance. More importantly, it will help you identify where to focus to have the biggest impact on sales.

Having completed the Sales Stack Assessment worksheet from step one, step two is to complete the Sales Challenges Assessment worksheet to determine your priorities.

Taking control of your technology direction by first knowing which challenges should take priority will get you the highest performance improvements for the lowest cost.

In step 3, we’ll review how to map technology to the priorities you identified in step two.

This blog series incorporates some of the work we’ve done to create our two models, “The Hierarchy of Revenue Model” and the “Sales Stack Maturity Model.” Both of which can be described in detail in our 3-Step Guide to Building a Sales Stack.

If you’d prefer, you can enlist Smart Selling Tools to give you a head-start. Getting your sales stack wrong leads to disgruntled salespeople, lost revenue opportunity, and poor ROI.

Our Sales Technology Advisory package includes a thorough technology assessment questionnaire asking the essential questions that allow us to evaluate your needs and provide a custom list of options tailored for your situation and budget.

In the meantime, make use of these thorough assessments we’re providing for free. And subscribe to our blog to get notified when part 3 of building a kick-ass sales stack and other helpful articles are published.