The sales and marketing technology industry has no shortage of products available aimed at helping sales professionals improve their productivity around cross selling and prospecting. However, despite the plethora of products saturating the industry, salespeople often fail to leverage resources to their full potential. In many cases, sales leaders believe that by merely providing a resource they are doing enough to encourage product usage. Because teams aren't necessarily aware of all the capabilities and functions at their disposal, they are apt to neglect products altogether.
Business information technology has the ability to contribute significantly to a company's bottom line, but it will be a wasted expense if your team does not understand how to use it properly. Here are a few tips, identified by Roseanne McCauley, senior vice president, Enterprise Sales, Avention, Inc., to help ensure your sales force is taking full advantage of your product investments.
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