Is your current B2B sales strategy not as high-tech as it should be? At present, Millennials are the largest generation in the U.S. labor force. They crave personalized interactions and want easily accessible information online. And because they’ve grown up with technology, they want to employ the same tools – namely apps – used in the B2C world at work. Not only are they a large factor in the workforce, but their expertise in tech can help you design tools that all generations in your organization will be excited to use.
If you’re considering the integration of a new app into your sales enablement strategy, you obviously want the implementation process to be a success. But in order to ensure a positive experience from day one, you should conduct a pilot program first. Here’s why.
1. Pilot programs are low risk.
Rolling out an app that hasn’t been thoroughly vetted to your entire workforce can create major headaches – you could even potentially lose prospects if bugs and process flaws affect the customer experience. Your reps like to use tools they know they can count on in front of customers, and rightfully so. By using a pilot program, you can work step-by- step on what works and what doesn’t, letting you make all the necessary changes before a company-wide app implementation. In the end, pilot programs save time, money and your company’s reputation.
2. Pilot programs let you know what results you can expect.
Before you execute any new strategy, value proposition should be top of mind. Pilot programs help you set expectations before you fully integrate the app. Does the app save time? Will it increase conversion rates? Using the findings from the pilot program, you can get a clearer picture of what results an organization-wide rollout may bring.
3. Pilot programs give participants the power to guide improvements.
Get real feedback from the people who will actually be using the new app with pilot programs. Designate a testing group proportionate to your organization – you don’t want to limit the success of the app with the great idea-killing power of a committee. Once they’ve had time to work with the new app, solicit feedback. Use these comments and recommendations to inform modifications. You know all the jokes about getting things done by committee…let’s just say the reason they’re funny is because they’re true.
4. Pilot programs allow B2B sales reps to set expectations prior to launch.
When you do begin implementing the new app in your company, your B2B sales reps won’t be taken by surprise. Pilot programs are a great opportunity for salespeople to get a feel for the app and align their own expectations before integration. Don’t forget to select the right people for the pilot! Finding a group of users that are clamoring for new tools will help you polish the look, feel, and functionality so the rollout goes as smooth as can be.
Tech-savvy, younger workers have taken over the workforce, use them to create tools simple and easy enough for everyone in the company to want to use. Make sure your company is empowering all generations of sales reps by turning your new app launch into a pilot project. Fortunately, we make it easy to try out StorySlab, a done-for-you sales enablement app built for salespeople. Request a demo today to give StorySlab a go.
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