Adding layer after layer of complexity and calling it progress isn\u2019t visionary. It\u2019s a roadmap for an organization controlled by technology instead of empowered by it. Sales leaders must craft digital transformation strategies<\/a> that enable employees to close more deals.<\/p>\n\n\n\n They can do this in three ways.<\/p>\n\n\n\n\n\n Strategies for digital adoption usually follow a pattern. During early-stage growth, \u2018productivity\u2019 technology adoption is rapid. But at 300+ headcount, it becomes clear only 20% of what\u2019s being paid for gets used, so there is a pivot to increasing efficiency in the handoff between the technologies. At maturity, the productivity\/efficiency strategy has created painful silos and no unified process– the focus pivots again to creating internal user experiences that allow reps to sell the way they want to sell.<\/p>\n\n\n\n Unfortunately, that final realization only happens after throwing hundreds of thousands of dollars at \u2018productivity\u2019 technology<\/a>. For companies without strong leadership, it might never occur.<\/p>\n\n\n\n Sales tech stacks should be a centralized hub–including for remote sales teams<\/a>–and foster a culture of intelligent work. Create workflows that enable support reps–not force them to do tasks that take them away from their core competency of building relationships.<\/p>\n\n\n\n \u201cAt the end of the day, technology is driving humanity forward. That applies to every single time you ask yourself \u2018why did I buy all these tools?\u201d It is part of a bigger picture. Because even though technology is driving us forward, we are still humans at the end of the day.\u201d<\/em><\/p>\n\n\n\n ~ <\/em>Maor Ezer<\/em><\/a>, Senior VP of Marketing, WalkMe<\/em><\/p>\n\n\n\n Sales quotas often compel reps to emphasize quote volume. Brand is often sacrificed when a focus is placed on the quantity of opportunities rather than the quality. In practice, that often means abandoning deeper relationships in favor of using technology to pump out cookie-cutter quotes as quickly as possible. <\/p>\n\n\n\n This is a mistake. Sales technology should cultivate personal connections<\/a> between buyer and seller. Every buyer brings a unique mindset and set of expectations. Technology should help reps recognize what makes the other person unique and individual, let them give a signal that they have recognized it, and allow them to respond to that in a way that communicates we are on the same page. Building personalized experiences in this way differentiates brands and wins deals.<\/p>\n\n\n\n B2B sales are conducted in a formal setting between professionals. Environmental factors, combined with viewing technology from a purely \u2018productivity\u2019 mindset, erect strong barriers between buyers and sellers. Instead, technology should be used not just to crunch numbers or iterate processes, but to facilitate human connections.<\/p>\n\n\n\n Enablement comes in many forms. Initial introductions that establish professional validation and credibility are a start. Deepening relationships can be nurtured by data-driven understandings of buyer pain and pinpoint delivery of relevant messaging and information to address it. Real-time responsiveness via chat and video offer collaboration opportunities. <\/p>\n\n\n\n Ultimately, sales enablement technology<\/a> needs to make it easier for teams to align on common ground, encourage personal connections with prospects, and create a single source of truth to guide buyers and sellers in their journey together.<\/p>\n\n\n\nFocus on internal experiences, not technology silos<\/h2>\n\n\n\n
Create personalized selling experiences<\/h2>\n\n\n\n
Break down barriers<\/h2>\n\n\n\n
![](\"https:\/\/www.walkme.com\/blog\/wp-content\/uploads\/sites\/2\/2023\/04\/Employee-productivity-B-min_2643bf25.png\"\/)
<\/a>\n","protected":false},"excerpt":{"rendered":"Humanity\u2019s relationship to the technologies we create will never be the same. Corporate digital adoption that could be expected to…<\/span>","protected":false},"author":166,"featured_media":9526,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"mobile_image_id":0,"tablet_image_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[89],"tags":[],"class_list":["post-9519","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-digital-transformation"],"acf":{"__coauthors":""},"yoast_head":"\n