How to Get Your Sales Stack in Line

By Chris Zawisza

sales stack

What do you do when a new time-saving tool ends up taking up more time than it saves? Most of us have been diligently adding every shiny new widget and doohickey to our sales stack that will streamline a process here or shave an hour off prospecting there. After all, the goal is to make it as easy and quick as possible for our sales team to do their job. To achieve this goal, a part of our budgets is generally allocated to the purchase of new time-saving sales solutions.

While some time-saving solutions provide great ROI, plenty of them simply add a layer of complexity to your sales stack and actually waste your sales team’s time instead of saving it. This is because not all of the tools integrate with each other seamlessly. A custom development often needs to be done to integrate two solutions, so this step is simply skipped by the software house. Instead of streamlining your sales stack, these half measures simply create more inefficiencies that you have to deal with.

We all want our sales to be able to focus on customers and not admin. To do this, we need to keep our sales stack in line, helping us make more sales, which leaves us with a question.

How can we make sure that the tools in our sales stack are adding value, not taking it away?

I am sure it comes as no surprise when I say that we have wrestled with this issue at Growbots. And I would be lying if I said that we have completely left the problem of a clunky sales stack in the past. We have indeed needed to do our best to make our sales stack run as smoothly as possible. You see, our sales organization grew from 3 to almost 20 people in about a year. This meant that we had to deal with the shortcomings of an expanding sales stack and we had to deal with them quickly.

The consequence of not doing anything would have been that our sales stack would get so convoluted, we would have spent more time training people on how to use new tools than on getting them selling. Instead of contributing to our bottom line from the get go, our new hires would be mired in figuring out how to use the tools we had given them. So how did it get this way?

Clunky sales stacks come from the organic evolution of your sales process.

Think about when your company started its sales team. You didn’t have many resources or customers so you used what was affordable for you. This means that you probably relied on an Excel or Google spreadsheet where you add notes about your first meetings with your potential customers. Essentially it acted as a makeshift CRM where you recorded all of your sales interactions.

Of course, this kind of solution is temporary at best. Sooner or later you decide to introduce to your sales stack tools that make your sales process simpler and Go to the full article.

Source:: Business2Community

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