High performance managers need to drive the change

Effective Sales Technology

About Us..

• Originated in 2002

• Business developed around the needs of sales, technology

and training

• Delivering sales technology to over 100,000 users

• Proven content development and delivery capabilities

• Global infrastructure – Trainers, SMEs, PMs

• Results focused

For over 20 years, poor user adoption continues to remain the biggest obstacle to the success of sales software. It doesn’t matter how impressive the technology or robust the strategy, if sales reps don’t engage, initiatives continue to fail.  

Change with No Change…

-Organisational Needs Assessment

-Products in the Market -Procurement

-High Level Operational Strategies

-Change Initiatives    

 -Sales Manager Empowerment

-End user Readiness -Tactical

Alignment  

Traditional approaches impede success

So results don’t change…

•  Sales Managers are ‘lumped’ with another task without support

•  Sales technology initiatives are not seen as a priority

•  Teams are not engaged and their actions are not monitored

•  Senior leaders are not aligned with the ‘everyday’ actions of

Sales Consultants.

Risk Areas

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Stakeholder Engagement

Communication

Alignment and Adaptability

Performance Management

Sales Tech Gap Areas

I understand the value of technology.  

My team is comfortable with technology-based change.

  I understand the risks of not changing

the way we manage our sales technologies.

  I have planned events around sales

technology adoption and sustainability.  

The organization has communicated the sales tech change effectively.

  Roles and responsibilities around

change execution are clearly communicated.

  .

20 Statements

Sales Managers are the turn key

Our experience shows high performance managers have a strong dedication to sales technology, a focus

on team adoption and a firm time commitment for success.

How ready are you?

Own the Responsibility

Be prepared Be proactive Be consistent

Assess personal knowledge base

Assess team knowledge base

Create planned communication

Create planned interventions

Drive team collaboration

Ensure experiential activities

Create accountability

Commitment to Proactive Application

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Engage with Cautionaries

•  Be prepared to put in extra effort

•  Plan what and how to talk about topics

•  Demonstrate active listening •  Demonstrate individual

support with a focus on coaching and empowering.

•  Own the change•  Create real sales technology success •  Drive the future of competitive

advantage

Lucy Faro, Director, Professional Serviceslucy.faro@white-springs.com

Effective Sales Technology

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How to Improve Sales Technology Adoption