Technology is transforming how businesses operate.
Sales departments have been heavily affected, embracing new technologies to increase productivity, profitability, and competitive advantage.
Sales management relies upon the capability to successfully capture, manage, and analyze immense volumes of customer data. Using Big Data analytics tools, sales organizations can now better manage the sales process.
Prospecting, identifying and qualifying potential customers, has traditionally been a time-consuming and labor-intensive process. Today, however, businesses are using analytics and customer data models to not only identify potential customers, but to more precisely predict which leads are expected to become clients. Big Data analytics tools help organizations to concentrate their sales efforts on the most promising and profitable leads.
In addition to Big Data analytics, sales professionals are also benefitting from Customer Relationship Management (CRM) systems. Selling entails a great number of monotonous, time-consuming, and repetitive tasks, including scheduling calls, sending follow-up emails, and updating lead records. CRM platforms are automating many of these tasks, and sales departments are feeling the impact of an simpler, more efficient sales process.