Do sellers have time to sell anymore?
A significant part of a B2B seller’s daily time is spent on secondary activities instead of meeting the customer. We have found that the same challenges affect almost all companies. The situation, however, can still be improved.
What the seller’s time is spent on
The work of sales has become more wide-ranging, and thus more fragmented. Sellers want to focus on customers, but two common problems in particular take up the seller's time:
time-consuming repetitive tasks that could be automated,
several separate systems and tools are in use that do not talk to each other and therefore the same data has to be entered into them many times over.
Source: Salesforce Annual State of Sales
How to get more time for sales
Enabling scalable and efficient sales work for the sales team is possible. It requires a common operating model (sales playbook) and the tools that support that specific model.
Common operating model
The sales playbook brings together common best practices and guarantees a better quality of sales. Without a playbook, a uniform customer experience cannot be achieved and it is difficult to manage the quality of sales if each seller does things their own way.
+ Sales tools
In the best cases, the tools for implementing the agreed operating model support the common process and automate repetitive routines. They help the seller in different stages of the sales process and are integrated into the CRM, so that the same data does not have to be entered into different systems several times. If the tools that are used do not support the operating model agreed upon, the desired change in quality and efficiency will not be achieved.
= More time
When the seller’s work is supported with these measures, more time is available for sales and customer work. The sellers are more motivated towards their work, because automation of repetitive routines frees up their time, and the common sales model and tools help to achieve better results with customers.
How can PACE help
Our client companies have saved tens of thousands of hours every year by implementing the PACE Sales Enablement platform, which supports sellers and complements CRM. They have achieved good results by automating repetitive work tasks and bringing sales support to the systematic implementation of best practices in the sales process.
In the demo video, see what PACE looks like and examples of PACE's numerous capabilities that support customer work.
If you want to hear more about our solutions and their results, book a demo meeting or read our client stories.