Driving technology adoption on sales teams
Posted: Mon Jan 06, 2025 4:03 am
There’s a statistic from HubSpot that says sales representatives spend less than 30% of their time actually selling.
While it seems surprising, it shows how much the world of sales has evolved and, importantly, how technology can serve as an incredibly valuable member of your team. Going back to the past, if you go back that five or ten years, there were probably two or three sales tools that touched the entire sales process.
And now? Depending on where you get your stats, sales teams use anywhere from 10 to 13 tools to close deals.
A study from Mindtickle reported 28% of organizations use 10 or more tools to drive sales productivity, but most still aren’t happy with their quota attainment and ultimately, their revenue results.
Put simply: Our sales teams are floundering — and some, even failing — because of the mass amounts of tech they need to ingest. Or rather, that they think they need to ingest.
As leaders guiding our sales teams to success, amazon database we need to think about how to consolidate that tech stack and be as efficient as possible, while opening the door to new, emerging technology our team needs to hit their goals.
We should be looking at technology in a spectrum:
how technology powers business
Because customers equal revenue, so the best thing you can do is look at an organization through the flywheel that HubSpot made so famous, putting your customers at the center of your decisions, and that includes what technology to invest in.
At the end of the day, I want technology to empower my team to be the best at solving for my customer.
Ask yourself:
Will this technology help my sellers understand what their customers need?
Will this technology deliver speed to value for our customers?
Will this technology free my sellers up to do more for our customers?
If you need help thinking through how you can consolidate your own tech stack or bring in the tools that will maximize efficiency and productivity, I’m here to help you work through these puzzle pieces.
While it seems surprising, it shows how much the world of sales has evolved and, importantly, how technology can serve as an incredibly valuable member of your team. Going back to the past, if you go back that five or ten years, there were probably two or three sales tools that touched the entire sales process.
And now? Depending on where you get your stats, sales teams use anywhere from 10 to 13 tools to close deals.
A study from Mindtickle reported 28% of organizations use 10 or more tools to drive sales productivity, but most still aren’t happy with their quota attainment and ultimately, their revenue results.
Put simply: Our sales teams are floundering — and some, even failing — because of the mass amounts of tech they need to ingest. Or rather, that they think they need to ingest.
As leaders guiding our sales teams to success, amazon database we need to think about how to consolidate that tech stack and be as efficient as possible, while opening the door to new, emerging technology our team needs to hit their goals.
We should be looking at technology in a spectrum:
how technology powers business
Because customers equal revenue, so the best thing you can do is look at an organization through the flywheel that HubSpot made so famous, putting your customers at the center of your decisions, and that includes what technology to invest in.
At the end of the day, I want technology to empower my team to be the best at solving for my customer.
Ask yourself:
Will this technology help my sellers understand what their customers need?
Will this technology deliver speed to value for our customers?
Will this technology free my sellers up to do more for our customers?
If you need help thinking through how you can consolidate your own tech stack or bring in the tools that will maximize efficiency and productivity, I’m here to help you work through these puzzle pieces.