SBI Sales and Marketing Podcast
About This Show
The SBI Sales and Marketing Podcast is a weekly dive into the latest insights and business strategies in the world of sales and marketing. Every week Matt Sharrers, CEO of SBI, invites the top CEOs and Marketing and Sales leaders from a variety of industries to discuss how they make their number year after year, so you can do the same. Subscribe for your weekly dose of business news, management & marketing, and sales insights to keep you at the top of your game.
Most Recent Episode
Improve the Productivity Rates of Your Sales Team
Joining us for today’s show is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Today, we're going to demonstrate how to improve the productivity rates of the sales team with smart sales systems design. Why this topic? Too much technology and the reps never ever meet with customers because they become data entry clerks. Too little technology and the reps waste countless hours administrative tasks that could have been automated. You kind of think about revenue growth, it sits between these two extremes. Steve is uniquely qualified to speak on this topic with 30 years of experience transforming strategy and translating into results for Fortune 500 companies. Listen as Steve demonstrates how to build a sales technology strategy that will drive revenue growth and help you consistently make your number. In the first segment of the program, Steve shares the use-case of his company to illustrate the demonstration. We begin with discussing the extent to which technology is changing sales performance. This dialogue delves into three different lenses of sales enablement. One lens being about the process in which people work, and the importance of an efficient and streamlined process to ensure the effectiveness of any technology. Another lens being the focus on driving productivity using the skills of the sales teams. This lens hones in on the strengths and weaknesses of sales teams and identifying where instructional design needs to be applied to increase the team’s skills and acumen. The final lens is about technology and making sure technical productivity is as high as possible. Making sure that when we look at sales enablement technologies we’re increasing our productivity, reducing time, and increasing quality. Steve explains how to deal with the confusion that the proliferation of technologies poses to a sales force: It's typical that see customers in this analysis paralysis phase, and for us, it's all about learning. We look at where in the funnel are we trying to have an impact; is it the top of the funnel, middle of the funnel, bottom of the funnel? Then, what is exactly we're trying to accomplish? Are we increasing the skill or acumen? We like this idea of failing fast and developing a use case and trying something quickly. So, for us it's about testing as many products as we can, developing those use cases, and seeing what the outcome is. Within 30 days