{"id":16263,"date":"2022-02-24T16:33:06","date_gmt":"2022-02-24T16:33:06","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/24\/why-businesses-need-to-take-a-scientific-approach-to-sales\/"},"modified":"2022-02-24T16:33:06","modified_gmt":"2022-02-24T16:33:06","slug":"why-businesses-need-to-take-a-scientific-approach-to-sales","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2022\/02\/24\/why-businesses-need-to-take-a-scientific-approach-to-sales\/","title":{"rendered":"Why businesses need to take a scientific approach to sales"},"content":{"rendered":"

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Effective sales in 2022 requires a scientific approach to creating a repeatable and productive process. When it comes to training an efficient sales team, businesses need to abandon the traditional \u2018sink or swim\u2019 approach and implement a tech-enabled long-term training process.<\/h3>\n

Sure, there are elements of sales that require creativity and \u2018artistry\u2019 – as a good salesperson must be able to empathise and connect with others on a human level. However, when it comes to building a successful, scalable sales programme, sales must be viewed as a science with data collection and strategic experimentation at its core.<\/p>\n

Evidence suggests<\/a>\u00a0that the most productive salespeople are between 26% and 33% more likely to spend time in training with their manager. This suggests that if training is embedded from onboarding and is continued throughout the representative\u2019s career, they will continue to want to develop and improve their skills. Having an engaged workforce that is willing to learn will improve business revenue in the long-term. Therefore, if businesses want to make lasting improvements to their sales process, they must formally adopt the new innovations in technology and training to take a more scientific approach.<\/p>\n

Investment in technology and infrastructure<\/h4>\n

We must first consider the technology and infrastructure available for businesses to improve their sales teams. If businesses are to develop a repeatable sales programme, sales technology platforms are essential to gain visibility into the sales cycle and engineer a productive revenue operation.<\/p>\n

Sales teams can only be as efficient and data accurate as the company\u2019s tech stack allows them to be. The\u00a0number of tools<\/a>\u00a0used consistently among sales teams is up 300% and sales enablement tool usage is up 567%. With all these tools at the disposal of sales teams, sales leaders and end users must work together to select the right tools for their purpose based on their current sales process and goals.<\/p>\n

Businesses need to take these two steps to embed sales enablement platforms into their business operations:<\/p>\n

1. Choose the appropriate platform<\/h5>\n

As mentioned, there are many sales enablement platforms at the disposal of sales teams, meaning choosing the most appropriate is key to effectiveness. Important elements to look for when selecting a sales enablement tool are:<\/p>\n