A 2014 study on Sales Management Optimization by CSO Insights revealed that sales managers reported their forecasted deals at a win rate of only 45.9%. In the same survey, managers overwhelmingly responded that they felt they “needed improvement” on industry best practices, across the board. So while sales teams are struggling, sales leaders are recognizing that there is work to be done at their levels to better enable their teams. The environment is ripe and ready for improvement, and virtual collaboration tools are rising to the top as a multifaceted solution. In Sales Management 2.0: Optimizing Virtual Sales Team Collaboration, CSO Insights and join.me by LogMeIn examine the various ways that virtual collaborative sales tools can be used to empower sales managers, and better enable and prepare their teams. This whitepaper explores in detail the following sales practices that can be improved by the use of of virtual collaboration tools:
- Sales Training and Coaching
- Optimized Virtual Sales Calls
- Recording and Sharing Voice-Of-Customer
- Forecast Management
In implementing just some of these solutions presented, companies can increase the effectiveness of sales around account planning, sales execution, forecasting, and ultimately improve the win rate of their deals. For the full analysis, download the whitepaper here.