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Best Practices To Implement A Sales Engagement Platform

steps to implement sales engagement platform

 

What is Sales Engagement?

 

Simply, sales engagement is the interaction between a company’s sales team and its customers and prospects. It involves communicating through phone calls, emails, organizing meetings, etc., to increase sales and retain customers. 

 

Manually planning and tracking data, rescheduling, and making calls is time-consuming and less effective when handling many clients. Therefore, it would be more effective to automate these tasks to increase revenue. This is where the sales engagement platform comes in.

 

Why Use A Sales Engagement Platform?

 

A Sales Engagement Platform is a technology solution that helps businesses manage and optimize their sales processes. It provides tools for engaging buyers, tracking interactions, and reporting progress. Essentially, it allows companies to keep track of what’s happening with potential and current clients, ensuring they are constantly moving closer to a sale. 

 

To simplify, it helps to communicate better and streamlines the information and tasks from different platforms into one single platform. There are many reasons why every company should implement a SEP in its sales process. 

 

Also Read:  The Top 5 Benefits of Sales Engagement Platforms

 

Guidelines to Implement

 

According to the TOPO Sales Development Technology Benchmark report, the Sales Engagement platform is the key to success for 92% of sales development organizations.

 

Define your objectives

 

Before starting the implementation process, clearly outline your sales objectives and key performance indicators (KPIs). Whether you’re increasing lead conversion rates, shortening sales cycles, or improving customer retention, understanding your goals will guide the selection and configuration of the sales engagement platform.

 

There are multiple things to consider before implementing an SEP in an organization. It is better to have the checklist below done or ask yourself these questions before implementing it:

 

  1. How well does it fit the sales team in your organization?
  2. How does it impact the lead management process for incoming and outgoing leads?
  3. How many teams in your organization can it support?
  4. Does this align with your current organizational strategy?
  5. What tools do the platforms offer to increase the effectiveness of your organization?
  6. How much time is saved using these tools, and how can it be measured?
  7. Is it flexible enough to support the needs of your organization?
  8. Is it easy to learn and handle by the employees in your organization?

The list doesn’t stop here. There are many more functionalities to consider to increase the efficiency of your organization by implementing SEP, and they are:

 

Conduct a needs assessment

 

Evaluate your current sales processes and identify areas that could benefit from automation and optimization. Engage with sales representatives and other stakeholders to gather insights into their pain points and requirements. A comprehensive needs assessment will ensure the platform aligns with your business requirements.

 

Provide training and support

 

Utilize comprehensive training programs to familiarize your sales team with the new platform’s features and functionalities. Offer ongoing support to address any questions or challenges that may arise during the implementation process. Encourage adoption by highlighting the platform’s benefits and demonstrating how it can enhance productivity and drive results.

 

Also Read: How to Increase Sales with a Sales Engagement Platform

 

Native integration

 

Native integration is a vital feature to be considered while implementing SEP, as it reduces sync errors, increases the advanced opportunities of automation tools, and makes it easy to manage. 

 

In addition, it allows accessing CRM data in Gmail so that you can view, update, and create a new CRM directly from the inbox. Lastly, an accurate report on CRM for forecasting is another essential feature to be checked.

 

Customize workflows and templates

 

Tailor the sales engagement platform to align with your unique sales processes and branding guidelines. Configure workflows, cadences, and email templates to reflect your team’s best practices and messaging strategies. Personalization is critical to building meaningful connections with prospects and enhancing engagement.

 

Also Read: Sales Engagement Platform: Top Tips On Using It

 

A robust sales platform should eliminate miscommunications and ensure every team is in sync under one single platform in an organization. However, before implementing a solution, ensure it fits the existing way your sales team works to ensure that it can help increase your revenue and achieve your goals.

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