TECHNOLOGY


Ionize Your Sales Force Leverage Sales Engagement to Supercharge Your Sellers


Top-performing reps close your most strategic deals, but making your quarter depends on am- plifying the performance of all reps. CSO Insights found 92 percent of sales teams raised their reve- nue and quota targets in 2016 – even though sales rep plan achievement has remained stagnant at 58 percent the past three years.


Why the disconnect? Despite in- vestments in sales enablement, 60 percent of sales leaders say they lack the tools and insights to transform


performance. Ionize your sales force with these tips to electrify deal flow, improve forecasting, and supercharge rep performance.


20 | DECEMBER 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


USE ENGAGEMENT DATA TO POWER YOUR PIPELINE Aberdeen Group research finds that 46 percent of sales leaders don’t have the data they need to determine the likelihood of deal close. CRM alone – whether because of incomplete activi- ties, the reliability of rep self-reported data, or a lack of real-time updates into deal progress – is not enough to solve the forecasting challenges. Sales managers still spend hours ev- ery week scrubbing pipeline data and understanding deal progression. Engagement moves beyond the simple measures of activities and self-reported metrics – emails sent,


SFERDON / SHUTTERSTOCK.COM


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