Qotient, KPMG & Microsoft are hosting a discussion panel focused on the types of sales tools that make up the Digital Sales Workspace, and how digital tools work in unison to accelerate sales productivity and revenue growth in today’s most innovative companies.
One of the biggest challenges for sales organisations is low CRM user adoption, on average 74% of sales teams are shown to have low adoption rates. Low adoption rates can significantly impact channel sales productivity, effectiveness and ultimately revenue growth.
CRM adoption can be one of the biggest challenges for sales organisations, on average 74% of sales teams are shown to have low user adoption rates. As a result organisations end up trapped in a ‘garbage in, garbage out’ data situation.
Since the technology sector is so fast paced due to the digitally growing world, in order to stay competitive organisations need to start embracing change; digital is the way of the future. Embracing a digital channel enablement platform like Qotient allows channel efforts to be scaled effectively.
Analogue channel enablement approaches have been successful in the past, but now no longer show results, as a result the role of the channel manager has been effected. Rather than being sales engineers, channel managers have become the go-to problem solvers for vendor-channel queries and issues.
There are many factors that influence channel mindshare. One thing is certain, if you are a vendor and you sell through channels, you need channel mindshare and you need to constantly innovate how you go about getting it. Don’t kid yourself and think that you are doing okay at it. Do you really know?
Danny is our new Customer Success Director (USA) and he will be helping us ensure our customers and users leverage maximum benefit from the Qotient platform. Being a very experienced Sales Operations and Customer Success leader, Danny has many years of experience rolling out large enterprise CRM implementations for global entities.
Channel enablements ultimate aim is to increase an organisation’s growth, in terms of sales productivity and revenue. Sales productivity and revenue are the two most important aspects organisations keep their eyes on, sales productivity drives revenue.
A major struggle for vendors is keeping their eyes on the wider channel environment, as they have no way of tracking what is going on. As a result they lose sales visibility and control of their efforts, slowing channel sales productivity and revenue growth.
The top performing organisations prioritise channel enablement strategies, recognising sales content and its delivery is the key to increasing sales effectiveness, productivity and revenue growth by way of end customer retention.
Technology is one of the fastest growing industries, therefore in order to stay competitive organisations need to keep up with the latest innovations. Channel enablement is a tech vendors holy grail.
Sales teams are the heart of organisations; they keep the business going. Yet retaining a superior sales team is a difficult task, thus it is vital you deliver a quality induction process. Experiencing a poor induction process leads to new starters feeling like they have been left to sink or swim, with no desire to engage in the organisation.
Nowadays the majority of buyers are self-sufficient, undertaking independent research first. Buyers on average complete 60% of the buying process during their research phase, seeking salespeople second.
The first few days of employment for new starters are vital, effectively establishing their future in the organisation. Ensuring new starters understand the core mission, value propositions and beliefs of the organisation during induction is key.
Quality induction processes ensure new starters understand the buyer’s decision-making process. Sales conversations need to be tailored to each stage of the process in order to produce successful results.
Induction processes lack mentorship, so new starters take seven months to get up to speed and deliver successful results. Due to this lack of mentorship new starters will take a trial and error approach to selling as they have little idea on how to deliver a successful selling approach.
Only 9.1% of sales meetings actually result in sales, but why? Results from a recent study show that 63% of all salespeople are considered to be under performers (Harvard Business Review, 2016). So how do ensure your new starters become high performers? Invest in your salespeople from the start.
Sales teams are essentially the heart of an organisation, keeping the business going. Yet retaining a superior sales team is a difficult and costly task. Research shows that it’s within the first three months of employment that 47% of employee turnover occurs.
Over the past few months Qotient has made some exciting changes. Venturing into the US market and expanding the team based in New Zealand & Australia.
Justin Wright, Founder and CEO of Qotient has made the move to the United States, launching an office in San Jose, California. Justin will grow and expand Qotient’s operations in the US market.
Qotient’s Auckland office staff has recently expanded, with our new Chief Technology Officer, Alisdair Watson, coming on board. Al is managing Product Development efforts as the Qotient Platform evolves in complexity and scale.
We also have Morgan Jamieson, a recent AUT graduate, joining us as a Marketing Associate to build out the Qotient marketing team.
Lastly, we are pleased to announce that Jeff Sheard, formerly of HP and Avaya Australia, has joined Qotient as Managing Director APAC. Based in Sydney, Jeff will grow Qotient’s operations in the Asia Pacific region. Jeff has over 25 years experience in the IT industry. Enhancing businesses and their sales teams, enabling a significant rise in the growth of overall sales.
So there you have it, a brief update on all the great changes regarding Qotient and the team.
Previously we discussed the challenges outdated channel enablement practices have on both tech vendors and channel sales teams, impacting how ROI is measured.
Following on from this, we’re going to look into the problems with analogue channel enablement techniques. Technology is such a fast moving industry thus digitizing the channel enablement process is the way of future, enabling managers to boost sales performance.
Analogue techniques have been successful in the past, but now no longer show results, thus effecting the role of the channel manager. Rather than being sales engineers they have become problem solvers dealing with repetitive product support queries from the channel sales team. Channel managers have become the go-to problem solver for vendor/partner queries and problems, resulting in distraction from their primary goals. The analogue Channel Enablement process only makes this worse.
The analogue channel enablement process provides no data points, meaning channel managers are unable to track which content and insights are producing successful outcomes. So how do Channel managers monitor if investment efforts are directed to the right place? Managers may be spending a significant amount of their budget creating content that does not intrigue prospects in any way and don’t even know it.
Furthermore how do channel managers know where the major deals are? Sales people may be in the process of negotiating a major deal; channel managers will most likely have no idea about it because they are too busy solving technical queries from the winder channel sales team. A sales person may not be able to find the appropriate content and insights because they can’t easily communicate with the channel manager, and as a result deals can be lost.
Each day the world is becoming more and more digital, thus organisations need to evolve to remain competitive. Digitizing the channel enablement process results in increased effectiveness and productivity for many organisations purely from being provided with data. This data allows channel managers to analyse and determine effective insights, performance trends within the sales team, as well as pin-point ROI.
For more on digitizing the channel enablement process in order to measure ROI have a read of our latest whitepapers.