Smart Selling Tools • Top Sales Tools of 2021
It's common wisdom that sales organizations consist of the top 20% of reps, the bottom 20% and the middle 60%. When upskilling, the focus should be on the middle performing reps so they perform like the top, "Moving the middle" can have a significant impact on your revenue.
You do that by way of better coaching and onboarding and by offering continuous learning, practice, and reinforcement.
Learning includes:
Skills Development & Reinforcement
Conversation Intelligence
Virtual Sales Coaching
It’s hard for Managers to know which salespeople need coaching, when, and why, if they don’t have the tools to identify what improvement is needed.
Learning exercises and scenarios offer salespeople the chance to acquire new skills and to perfect those skills. over time Built-in quizzes, learning resources, practice and feedback functionalities are offered in quick, engaging formats for no-excuse learning on the go. Simulated virtual sales coaching adds new scalability.
Learn more about Allego, Brainshark & Qstream
NANCY NARDIN | TOP SALES TOOL OF THE YEAR 2021
If you want to know what works on sales calls, you have to know what’s being said on sales calls. Conversation Intelligence solutions record, analyze, transcribe, and even produce a list of next steps for each sales call. You’ll learn which reps need coaching and in what way (What’s the ratio of rep-to-customer talk-time? Are they bringing up price too early?)
I like that recordings can be used in onboarding to show new reps best-practice examples and that they can also be shared with customers.
Learn more about Chorus
Virtual sales coaching solutions use an AI-powered coach that is trained on your perfect pitches. Then your seller has a simulated conversation with the virtual coach to practice their own pitch.
The AI-powered coach prompts the rep during the session by asking leading questions. A grade is automatically delivered based on the pitch. Trainees are benchmarked on what terms or phrases they use to reflect their knowledge about the positioning and benefits of the assessed solution. .
Learn more about Second Nature
