How to Improve sales productivity and remote selling with Sales accelerator
According to Gartner, before the pandemic, about 46 percent of a sales rep’s time was spent either with a customer or at a customer’s workplace. Since this is no longer our reality, the need for virtual engagement and digital sales is a necessity. While the responsibilities of sales teams remain largely the same, the mechanisms that teams leverage to capture interest and build relationships has been forced to evolve.
The world today is vastly different than it was just a few months ago. People are working remotely, and in-person sales are quickly becoming a thing of the past. Many companies have scrambled to digitally adapt their sales organization. The good news is that this evolution will lay the foundation for success now and into the future—arming teams with the power to leverage the data and digital tools necessary to drive business.
Sales leaders face an unprecedented challenge to meet increasingly demanding buyer needs, all while managing the limitations of a world restricted by COVID-19. According to Gartner, before the pandemic, about 46 percent of a sales rep’s time was spent either with a customer or at a customer’s workplace. Since this is no longer our reality, the need for virtual engagement and digital sales is a necessity. While the responsibilities of sales teams remain largely the same, the mechanisms that teams leverage to capture interest and build relationships has been forced to evolve. Fortunately, Microsoft Dynamics 365 Sales and Microsoft Dynamics 365 Sales Insights equip teams with the data and insights they need to successfully drive sales.
The immediate reality is that virtual engagement will saturate nearly every sales playbook in the near term. Sales organizations that learn to leverage their digital arsenal and effectively build customer relationships will fare better than those that struggle to adjust to this strikingly virtual world. Although there is immediate pressure to digitally adapt your sales organization, this evolution will lay the foundation of sustained advantage—equipping teams with the power to leverage data and digital tools to drive improved seller and customer experiences.
Signal Alliance has been forced to position her solutions to confront this situation head-on. Thanks to a mature deployment of Microsoft Dynamics 365 Sales and Microsoft Dynamics 365 Sales Insights, our Digital Sales has been able to scale for increased demand. When people had to quickly adjust to COVID-19, our sellers were able to continue supporting customers without disruptions, helping those in critical roles—from medical centers to educational institutions and researchers to suppliers of essential goods—forge ahead and accelerate key digital initiatives.
In the past, we faced the challenge of serving customers and building strong relationships at scale. How could we help our sellers reach more customers remotely, yet keep their conversations contextually rich and personalized? The AI features of Dynamics 365 were key to answering that challenge.
Since we deployed Dynamics 365 to our Digital Sales team, revenues for that segment have risen and have reduced the cost of sales by 10 percent. Most importantly, we are providing our customers with a personalized experience at scale.
Our Digital Sales team leverages the recently deployed sales accelerator, an AI-powered workspace in Sales Insights that helps sellers close deals faster. Sales accelerator cuts through complex to-do lists and channel noise to surface priorities. Our sellers face the challenge of balancing their time between the many tasks they have to do to stay on top of customer needs, actioning marketing leads, developing and closing deals, and handling administration. The AI sequencing in sales accelerator helps us prioritize and reach as many customers as possible and deliver on our mission.
Sales accelerator gives organizations tremendous flexibility to deal with whatever the future holds. And in today’s hyper-digital world, giving teams the power to accomplish more—while removing cumbersome procedures and new applications—is what drives the Dynamics 365 platform forward and into the future.