![]() Sophisticated new technologies arrive regularly, and many of these tools can be used to improve sales. Leverage promising new technologies - responsibly “When IT leaders focus on streamlining processes without aligning their efforts with the sales team’s needs, it can disrupt workflows, create confusion, and waste valuable resources, ultimately hindering overall enterprise performance.” 7. A communication breakdown can lead to inefficiencies that hamper both parties’ ability to fulfill enterprise goals, sending IT and sales teams in opposing directions, he warns. Here, the most sales-damaging action IT leaders can take is failing to prioritize effective communication, Tennant says. “Beyond this, enterprise sales teams also require flexibility and innovation, allowing them to move quickly and drive value to their customers.” Additionally, when IT collaborates by supporting both top-down and bottom-up sales needs, and alerting sales leaders to efficiency opportunities, it helps sales become more productive, he adds. ![]() Tennant believes that collaboration should lead to processes and tools that will allow the sales team to become more efficient and less likely to chase after multiple business units for essential information. “Overall, both teams thrive when IT and sales focus on effective communication and come together to achieve a shared goal.” The most effective IT-sales partnerships thrive in a collaborative environment that prioritizes innovation and efficiency, says Bill Tennant, chief revenue officer at digital strategy and transformation company BlueCloud. “Continuous collaboration, communication, and a mutual understanding of goals and challenges are all essential for a successful IT and sales partnership.”Ħ. “One mistake IT leaders make is allowing a communications gap to exist, leaving the sales team with inadequate or ill-suited technological solutions,” he says. To ensure IT and sales remain on the same page, Baker recommends establishing clear communication channels, including regular check-ins that ensure that IT is meeting the sales team’s needs effectively and resolving any lingering concerns swiftly. ![]() Mind the communications gapĪny effective partnership requires a strong commitment to communication. ![]() “This approach is invaluable, since it offers real-time insights and a 360-degree view of the customer, enabling personalized and timely interactions, ultimately leading to enhanced customer satisfaction and increased sales,” he explains. Richard Baker, CTO at support and services firm TWC IT Solutions, agrees, adding that IT leaders should look to integrate CRM systems and data analytics tools into the sales process. “This means remaining nimble, employing agile principles, and not falling into the trap of being too slow to pivot when needed.” Form a strong partnershipįorming an effective IT-sales partnership requires embracing a startup mentality, even at large, long-established organizations, advises Amit Vashisht, assistant vice president of enterprise technology at Jackson National Life Insurance. Is your IT organization doing all it can to help sales team members build and retain customers? To find the answer, consider the following ways IT can help ensure the sales organization is primed for success. It requires a deep commitment to frequent, clear communication and coordination on mutual goals. Building sales requires a well-equipped sales team, and in today’s digital world, that means IT must become a strong support partner.īut aligning with sales leaders on transformative technology initiatives takes more than just rolling out their tech of choice. Without revenue from sales of products or services, a business becomes little more than a hobby or a charitable organization.
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