Sales is a highly competitive space. Professionals in the field have reputations as road warriors, who log many hours each month traveling to meet with prospects in hopes of securing their business. These face-to-face meetings are uniquely valuable, since they help create close connections that go beyond what’s possible with a call, email, or text.
At the same time, they can eat into sales teams’ schedules and become major cost centers for the organization, too. A Pace Productivity survey found that travel accounted for 6.6 hours per week, or more than 13 percent of the typical sales professional’s time. Plus, travel—along with various administrative tasks—was found to take up too much time compared to an ideal working arrangement.
The effects of costly, overloaded travel schedules are significant. According to Bain & Co., account managers only spend one-third of their time meeting with customers, and 40 percent of that is actually dedicated to lower-priority accounts. Something is getting lost in the nonstop race to quarter’s end, with many minutes wasted on the road or in unproductive meetings.
Unified collaboration tools: A better way to make your minutes matter
Since engaging qualified leads regularly requires multiple touches—between seven and 13, according to the Data & Marketing Association—the process should be streamlined and economical. Enter unified communication and collaboration (UCC) platforms.
UCC solutions like Cisco Webex allow your teams to hold productive conversations, no matter where they are. They’re real, viable alternatives to the traditional road tripping grind, and they empower sales professionals in many ways, including:
1. More high-quality interactions, less travel
In sales, the main purpose of traveling is to meet leads in person. Such meetups are still frequently necessary, but they’re not the only ways to have high-quality interactions anymore, thanks to crystal-clear video conferencing services.
Webex Meetings allows you to meet your customers wherever they are with just a click or tap, or have them call you at their convenience. HD video quality with intuitive screen layouts ensures you can measure reactions in real time, while keeping the meeting as focused as possible. Overall, there’s much more freedom to nurture sales relationships from the office or while on the go, without having to make a separate visit.
2. Meetings that leave an impression
In a Wainhouse Research survey of 4,700 users of video conferencing services, the top four cited benefits were increased productivity (94 percent of respondents), better discussions (88 percent), faster decision-making (87 percent), and reduced travel (also 87 percent). Connecting with prospects over video isn’t just a way to take fewer flights or road trips—it’s often the best option for extracting value from a conversation.
A unified collaboration suite delivers engaging, hassle-free virtual meetings that can also be enhanced with chat and screen sharing. As a result, presentations and product demos are informative and easy to follow. That leads to sales cycles that close as quickly as possible and don’t break the budget with lots of follow-up travel and attempts at engagement.
3. A truly collaborative sales process
Sealing a sales deal is rarely the work of just one person. Entire teams help lay the groundwork by reaching out to the potential customer and providing assurances. With a unified collaboration solution, you can bring everyone together for a coordinated approach to every prospect.
Webex Teams makes it simple to invite the sales team to a shared workspace. A dedicated space can even be set up as a hub for communications with customers, from which you can share files with them and review previous conversations so nothing gets overlooked. It’s easier than ever to provide updates on deals and connect leads with experts on your side.
4. An integrated sales collaboration experience
Sales is a multichannel process, requiring a wide array of tools beyond UCC. Team members will routinely need to hop on calls, update documents, and track individual contacts in a customer relationship management (CRM) platform.
Being committed to your collaboration success means knocking down barriers to connecting. Cisco Webex supports many integrations with essential sales apps. For example, you can integrate Webex with Salesforce to easily connect with your team using secure messaging, file sharing, and video calling.
Empower your sales teams to improve lead conversion rates and optimize customer retention rates with the best unified collaboration experience available. Take Webex for a test run in your sales environment. Start your Webex free trial.Read more