It’s no secret: tool fatigue is real. More than 66% of sellers feel they are overwhelmed by the tech they need to navigate daily.
When organizations use more than 10 tools on average to support their sales teams, it hinders rep efficiency and performance. Disconnected tools can also limit insights into how sellers are tracking toward their goals and where enablement can support. To better enable revenue teams to succeed, how can you curate an enablement tech stack that boosts productivity?
Imagine the tech stack as a Swiss army knife. A consolidated tech stack is similar to having a compact, all-in-one tool at your fingertips. When streamlined and well integrated, a unified tech stack reduces the friction of siloed tools, giving sellers quick access to the insights and resources they need to be successful in one place.
And with innovations like AI shaping a new frontier for technology and its impact on productivity, organizations need to understand how to optimize both their current and future tech investments to stay ahead of the curve. Here are three tips to design an efficient, streamlined enablement tech stack that empowers – rather than hinders – sales team productivity.
Enhance Rep Efficiency With a Streamlined Experience
In a business landscape where every dollar matters, sellers’ time is invaluable. Between responding to buyer emails, preparing for meetings, and updating CRM information, reps have little time to waste. However, finding the right materials to be successful often takes up more time than it should – time that could be spent closing deals. When reps have a simplified and streamlined platform to access all the materials they need, they can gain more time back in their days to sell and improve their productivity.
Leaning on technology to streamline sales workflows enables sales teams to work more efficiently. A unified enablement platform centralizes sales content, training, coaching, and engagement efforts, reducing friction and saving sellers time – time that can enhance performance and drive revenue. With a seamless rep experience, organizations can improve sales outcomes, as 72% of executives believe sales enablement technology has strengthened their company’s performance.
Integrate the Tech Stack To Surface Actionable Insights
Go-to-market teams that use disconnected tools have limited insights into how their programs are driving sales performance. When sales, marketing, enablement, and operations teams each use separate tools with siloed analytics, this prevents them from understanding how strategic initiatives are performing and identifying gaps to close. By integrating the various tools in the enablement tech stack, organizations gain an end-to-end view of go-to-market execution.
With insights on rep activity, adoption of enablement resources, buyer engagement, and revenue outcomes, teams can make more informed decisions to improve their go-to-market strategy. With unified analytics created by a well-integrated tech stack, organizations are 80% more likely to increase their win rate, demonstrating how a streamlined, data-driven approach to the enablement tech stack can significantly impact business performance.
Invest in Opportunities To Innovate the Tech Stack
In today’s sales environment, organizations are often competing to stay ahead of the innovation curve. To help with making the right innovation investments, continually assess existing tools in the tech stack to evaluate if they are delivering the desired results. Doing so allows organizations to create space for emerging technologies that further enhance sales execution and productivity – such as AI. By infusing AI into rep workflows, teams can automate administrative work, get inspiration for new ideas, synthesize data into insights, and accomplish tasks at a much faster pace.
The time savings companies experience when using AI-powered technology allows reps to spend more time creating a valuable experience for buyers. By eliminating mundane tasks from reps’ workflows, sellers can feel empowered to boost their productivity and deliver more personalized outreach to every buyer. Organizations that take advantage of the power of AI are 4 times more likely to improve rep satisfaction and 3 times more effective at achieving sales goals.
Optimize the Enablement Tech Stack To Empower Productivity
Enhancing the power of the enablement tech stack is an effective strategy that helps power sales efficiency and performance. By streamlining rep workflows with a unified experience, centralizing insights, and taking advantage of new innovations within core tools like AI, organizations can structure an efficient tech stack to set them up for success. Optimizing the tech stack can help simplify seller workflows, surface insights on what works, and eliminate silos across the organization.
To propel organizations toward more effective go-to-market execution, consider streamlining and optimizing the enablement tech stack. By continuing to invest in technology that augments sales capabilities, enablement teams can enhance their teams’ productivity and unleash revenue growth.
