When it comes to sales conversations, you may have a few pain points at top of mind. However, do you know the single biggest problem faced by outside sales teams? The answer: unpredictability. With team members in dialogue trying to drive the discussion, there are so many variables and moving parts that could throw a wrench into your game plan. As the saying goes, the best-laid plans often go awry.
Here’s why the unpredictable nature of outside sales can pose a problem – and how sales enablement tools can help you intervene.
- Conversations Move Fast
Conversations are very fluid, and they rarely follow the same pattern twice. While sales reps can take measures to steer the conversation, they can’t account for everything. Inevitably, unexpected questions will be asked and points will be raised that surprise even the most seasoned reps. Skilled sales reps can usually navigate this with finesse, but any surprise has the potential to create problems. This is why it’s best to head into every meeting with the right sales enablement tools for support as conversation changes on a dime.
- Prepared Materials Rendered Useless
Reps can and should prepare materials, but that doesn’t necessarily mean they have everything needed. Most sales pros have specific playbooks with documents they’re ready to reference and share. But what if the client wants to see something else? They may be ready to move forward and want to see detailed product specs or ask about product videos or photos. Technology can condense all your materials into one convenient location and make sure it’s all readily available as needed.
- Interruptions and Delays
Sales meetings are most successful when they can run smoothly and efficiently. That can’t happen when a rep has to fumble to find materials, can’t pull up the most recent deck, or loses the Internet connection needed to access materials remotely. And while these are all understandable problems, they can make your team look unprepared and unprofessional. Sales enablement helps avoid these pitfalls by putting everything the rep needs at his or her fingertips – even when there’s no Internet access.
Solve These Problems and More with the Right Tools
If your outside sales efforts face any of these challenges, check out StorySlab. Our done-for-you sales enablement platform puts all your materials in one location for easy, always-on access. Contact StorySlab today to learn more, or download a free demo to see the app in action for yourself.