Sales reps trained in a sales enablement platform perform their targets effectively, have better closer rates and increase revenue compared to others. However, this isn’t enough for virtual meetings with the prospect. There are inherent challenges like understanding buyers’ needs, building trust, communicating the key differentiators, and knowing about the decision-maker. These are a bit tricker during virtual meetings.
So, sales representatives seek help from their managers during on-calls with buyers. But, it is hard to tell where he needs help, and it cannot be done without visibility into their calls. Hence comes the need for a real-time sales enablement tool with conversation intelligence to solve the problem.
Impact of Real-Time Sales Enablement On-Calls
The combination of real-time sales enablement and advanced automation makes every sales rep more effective during on-calls with buyers. They help the sales reps with real-time transcriptions, give the correct information at the right times, and understand the conversation’s context. As a result, it allows representatives to anticipate the buyer’s needs during virtual calling.
The help rendered from the tool during on-call also makes a significant impact on other teams too. Let’s see the detailed effects of using the Sales enablement software at each stage:
1. Sales reps
Lending real-time support with conversation intelligence to the sales representative will give them peace of mind during a conversation with the customer. Due to this, they can be more present during the calls focusing on the customer, asking the right questions, and not getting distracted or worried about answering in critical situations.
In addition, they get summarized notes for critical topics and sync them to CRM records for further reference in less time. This motivates the reps to work effectively and swiftly.
2. Sales managers
It also helps the sales managers train the new sales rep with the recorded and analyzed recording to understand customer interactions better. This is highly efficient compared to traditional training, where they listen to the web conference recording, guessing who said what and when. In addition, this helps to train the newbies with the best patterns to close deals effectively.
3. CRM data entry
During turnover in a team, you need to hand over active opportunities to a new rep or another team to proceed further. As a manager, you will require complete information about the product or service to reach the next stage. No data or incomplete data leading to any forecast is always inaccurate. Though the organization uses the best CRM tool, sales reps often miss some information. And now, starting to work from scratch and going through the same process will kill time and reduce efficiency.
Using conversation intelligence software deployed automatically records every customer detail and makes a real-time entry on the CRM tools. Thus, leaving no room for any information missing for further processing.
4. Marketing team
Any marketing team in an organization is responsible for understanding the customer’s wants and needs; their pain points to build good products. Traditionally, these teams depend on the sales rep to gather such information to proceed further.
The conversation intelligence software feature available in the real-time sales enablement platform now highlights specific insights from every meeting between the customer and sales rep. In addition, particular calls can be searched using keywords or phrases in the sales enablement tool to fetch the exact call recording from a pile of calls. This makes work more accessible for the team to get clear, precise information.
5. Report and analysis
For a manager, it is imperative to know about the organization’s top performers. He is responsible for changing the bottom line and average performing reps to top performers. However, it becomes challenging when auditing hundreds of sales reps. Auditing everyone and having a report on them is difficult.
Whereas the conversation intelligence software enables them to easily track the top performers, the strugglers, and employees who need coaching. The software generates a report of each performer by the topics they cover, time spent, questionnaire sessions, how much they listen and talk, and finally, the number of closing deals. This further helps to segregate the employees who require help and train them effectively.
The real-time sales enablement platform will have a practical transformation impact on every organization. In the case of employees, it provides the best job satisfaction, reduces the turnover rate, and drastically improves their performance. Thereby improving customer satisfaction and increase in the revenue and retention of the customer.