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The Best Sales Performance Process for a Winning Sales Team

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The Best Sales Performance Process for a Winning Sales Team


The significance of sales enablement has been in question ever since an increase in the technological competition in the sales industry. But do you think that ensuring the uniform striving of capable employees in the sales team will bring you higher sales performance? Well, unfortunately, not!

Businesses, therefore, demand effective sales enablement programs that will help improve sales performance. Two significant sales enablement models are explained by a group of researchers and Mereo, respectively. Finally, this article gives you the ultimate takeaway that will help you rev up your sales performance.

CSO Insight estimates that the sales enablement function has grown from 25% to 61% in just five years. Why? Because sales enablement has been effectively improving the performance of sales teams across the globe.

What Is Sales Enablement?

Sales enablement is a process that equips sales teams with the resources they need to sell products or services efficiently. It connects marketing and sales, delivering the correct information at the right time to the right people.

Basically, sales enablement acts as a cushion for sales freshers and employees to develop accurate leads of clients for an organization. It can also refer to organizations’ processes to help sales reps sell.

Design A: Conceptualizing & Developing

Avinash Malshe, Scott B. Friend, and Howard Dover propose a process for enhancing sales performance based on the factors mentioned in Sales Enablement: conceptualizing and developing a dynamic capability. The factors included in the research paper are:

  • Sales Support Diagnostic:

This refers to the managerial sales detection of resources that will provide support in facilitating better sales output. It will make up for the flaws of the sales team about their skills. This will involve the prediction of the frontline sales representatives. In short, it is the overall analysis of sales performance and implementation of aids for improvement.

  • Sales Capital Reconfiguration:

This will decide the monetary capital for the functioning sales team. This often results in integrating inter-firm resources and management’s specific orientation of capital.

The monetary investment is directly proportional to the expected output from a sales team. Therefore, effective redistribution of capital is essential in enabling a high-performing sales team.

  • Enablement Infrastructure Rollout:

After the reconfiguration of capital, the infrastructure of sales enablement is updated. Then comes the process of rollout, where underperforming techniques and skills are filtered to prevent potential loss. The flaws of a sales team are identified and eliminated.

The sales process is majorly affected by blockages such as inadequate tools, non-functional team members, and lack of sales training. Rolling out your process is an essential step towards sales enablement. It improves the efficiency of the sales process.

  • Enablement Performance Evaluation:

This way, the sales team is put to work, and the inputs and outputs are measured directly to determine overall performance. According to this, the advancement of the sales team is predicted.

This evaluation is performed after an observation period followed by the rollout. Therefore, the performance of the salespeople is thoroughly assessed during this phase.

This keeps the sales team active and enthusiastic throughout the project. Sometimes, it can be done through feedback, incentives, or other organizational reinforcement.

Based on this step, the sales team members are allotted concerning the sales skill requirement. It is the final step to sales enablement, according to Design A.

Design B: Sustainable Revenue & Sales

Mereo has also proposed a modified sales performance improvement plan to facilitate sustainable revenue performance in the sales enablement program. It consists of the following elements:

  • Buyers’ Journey Aligned Sales:

This refers to the customer awareness training and awareness of the sales representatives. This is the foundation that an organization needs to achieve before they approach its customer base.

Awareness of the customer base in any service and product company helps the salespeople pitch effectively. In addition, it can act as a reference for existing sales agents and as a guide for new sales reps.

  • Sales Skills and Techniques:

Next, you identify and acknowledge your frontline salespeople’s right sales skills, referred to as discovery. It involves the rearrangement of responsibilities that will beneficially obtain results. This can be done through scientific sales profilers (or sales assessments).

This step takes place after you have selected the competent sales frontliners. Next, there is a need for a proposition that equips them with strong sales assets. There are many assets, depending on the phase of your preparation. (Examples:-prospecting insights, value drivers, solution differentiation, value propositions, and so on.)

  • Cross-Organizational Alignment:

This is the final phase comprising sales negotiation. This enables all the teams to put forth their ideas and opinions. In addition, it will provide the sales team with better industry insights. Hence, this contributes to a common goal of higher-order outputs.

This allows the sales reps to step forward and face the client, according to which the improvement is evaluated. Cross-organizational alignment concerns maintaining the relativity of progress with the competitor sales organization.

3 Ultimate Methods to Improve Sales Performance

Briefly, both models pinpoint certain significant factors that can affect the infrastructure of a sales enablement program. First, to keep up with the evolving trends in commerce, the program must be open to creativity and flexibility.

A company’s sales reps must follow the program strictly to generate substantial net profitability (total increase in revenue obtained). The significant components of preparation according to current trends are as follows:

  • Customer-Sales Reps Alignment:

This refers to the selection of salespeople compatible with the customer base. This will help increase the rate and quality of relationship-building, decreasing the customer churn rate. In addition, the more familiar your sales reps are with your customers, the better your pitches will be.

  • Sales Enablement of Assets:

This refers to continuous skill development and knowledge base development through adopting the authoritative practice. In addition, it allows the organization to permit certain asset utilities for the leading sales frontliners. It also includes enabling sales assets such as advanced and seamless HRTech.

  • Evaluation of Sales Performance:

This refers to the final component that ensures continuous productivity. It involves effectively evaluating and reconfiguring teams to deal with the target customer base. KPIs can be used to monitor your sales team’s inputs and outputs. Identify your high-performing sales team and position client actions appropriately and accordingly.

  • Elimination of Errors in Sales Process:

This refers to the identification and elimination of flaws in the sales process. It improves the sales output by decreasing the possibility of customer churn. It also enables the sales team to convert leads. On the other hand, errors in the sales process can cost you a heavy loss of potential revenue sources.

Sum Up

Sales enablement is essential because it helps your sales team close more deals. It also allows your team to focus on selling rather than gathering information. And it enables your sales team to develop accurate leads of clients for your organization. Back your sales with advanced technological assets.

Improve your sales process with innovative sales enablement. Adopt HRTech tools for sales recruitment, monitoring, and managing your sales team. Expect the best outputs from the high-performing sales reps of your organization through effective sales enablement.

Featured Image Credit: Photo by Fox; Pexels; Thank you!

Prajakta Kale

Ever since the age of 10 years, she has held an immense interest in writing. The young, professional Gen-Z writer now holds an experience of 4+ years in SEO Content Development. She is an equally avid psychology learner and research aspirant.

Politics

Fintech Kennek raises $12.5M seed round to digitize lending

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Google eyed for $2 billion Anthropic deal after major Amazon play


London-based fintech startup Kennek has raised $12.5 million in seed funding to expand its lending operating system.

According to an Oct. 10 tech.eu report, the round was led by HV Capital and included participation from Dutch Founders Fund, AlbionVC, FFVC, Plug & Play Ventures, and Syndicate One. Kennek offers software-as-a-service tools to help non-bank lenders streamline their operations using open banking, open finance, and payments.

The platform aims to automate time-consuming manual tasks and consolidate fragmented data to simplify lending. Xavier De Pauw, founder of Kennek said:

“Until kennek, lenders had to devote countless hours to menial operational tasks and deal with jumbled and hard-coded data – which makes every other part of lending a headache. As former lenders ourselves, we lived and breathed these frustrations, and built kennek to make them a thing of the past.”

The company said the latest funding round was oversubscribed and closed quickly despite the challenging fundraising environment. The new capital will be used to expand Kennek’s engineering team and strengthen its market position in the UK while exploring expansion into other European markets. Barbod Namini, Partner at lead investor HV Capital, commented on the investment:

“Kennek has developed an ambitious and genuinely unique proposition which we think can be the foundation of the entire alternative lending space. […] It is a complicated market and a solution that brings together all information and stakeholders onto a single platform is highly compelling for both lenders & the ecosystem as a whole.”

The fintech lending space has grown rapidly in recent years, but many lenders still rely on legacy systems and manual processes that limit efficiency and scalability. Kennek aims to leverage open banking and data integration to provide lenders with a more streamlined, automated lending experience.

The seed funding will allow the London-based startup to continue developing its platform and expanding its team to meet demand from non-bank lenders looking to digitize operations. Kennek’s focus on the UK and Europe also comes amid rising adoption of open banking and open finance in the regions.

Featured Image Credit: Photo from Kennek.io; Thank you!

Radek Zielinski

Radek Zielinski is an experienced technology and financial journalist with a passion for cybersecurity and futurology.

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Fortune 500’s race for generative AI breakthroughs

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Deanna Ritchie


As excitement around generative AI grows, Fortune 500 companies, including Goldman Sachs, are carefully examining the possible applications of this technology. A recent survey of U.S. executives indicated that 60% believe generative AI will substantially impact their businesses in the long term. However, they anticipate a one to two-year timeframe before implementing their initial solutions. This optimism stems from the potential of generative AI to revolutionize various aspects of businesses, from enhancing customer experiences to optimizing internal processes. In the short term, companies will likely focus on pilot projects and experimentation, gradually integrating generative AI into their operations as they witness its positive influence on efficiency and profitability.

Goldman Sachs’ Cautious Approach to Implementing Generative AI

In a recent interview, Goldman Sachs CIO Marco Argenti revealed that the firm has not yet implemented any generative AI use cases. Instead, the company focuses on experimentation and setting high standards before adopting the technology. Argenti recognized the desire for outcomes in areas like developer and operational efficiency but emphasized ensuring precision before putting experimental AI use cases into production.

According to Argenti, striking the right balance between driving innovation and maintaining accuracy is crucial for successfully integrating generative AI within the firm. Goldman Sachs intends to continue exploring this emerging technology’s potential benefits and applications while diligently assessing risks to ensure it meets the company’s stringent quality standards.

One possible application for Goldman Sachs is in software development, where the company has observed a 20-40% productivity increase during its trials. The goal is for 1,000 developers to utilize generative AI tools by year’s end. However, Argenti emphasized that a well-defined expectation of return on investment is necessary before fully integrating generative AI into production.

To achieve this, the company plans to implement a systematic and strategic approach to adopting generative AI, ensuring that it complements and enhances the skills of its developers. Additionally, Goldman Sachs intends to evaluate the long-term impact of generative AI on their software development processes and the overall quality of the applications being developed.

Goldman Sachs’ approach to AI implementation goes beyond merely executing models. The firm has created a platform encompassing technical, legal, and compliance assessments to filter out improper content and keep track of all interactions. This comprehensive system ensures seamless integration of artificial intelligence in operations while adhering to regulatory standards and maintaining client confidentiality. Moreover, the platform continuously improves and adapts its algorithms, allowing Goldman Sachs to stay at the forefront of technology and offer its clients the most efficient and secure services.

Featured Image Credit: Photo by Google DeepMind; Pexels; Thank you!

Deanna Ritchie

Managing Editor at ReadWrite

Deanna is the Managing Editor at ReadWrite. Previously she worked as the Editor in Chief for Startup Grind and has over 20+ years of experience in content management and content development.

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UK seizes web3 opportunity simplifying crypto regulations

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Deanna Ritchie


As Web3 companies increasingly consider leaving the United States due to regulatory ambiguity, the United Kingdom must simplify its cryptocurrency regulations to attract these businesses. The conservative think tank Policy Exchange recently released a report detailing ten suggestions for improving Web3 regulation in the country. Among the recommendations are reducing liability for token holders in decentralized autonomous organizations (DAOs) and encouraging the Financial Conduct Authority (FCA) to adopt alternative Know Your Customer (KYC) methodologies, such as digital identities and blockchain analytics tools. These suggestions aim to position the UK as a hub for Web3 innovation and attract blockchain-based businesses looking for a more conducive regulatory environment.

Streamlining Cryptocurrency Regulations for Innovation

To make it easier for emerging Web3 companies to navigate existing legal frameworks and contribute to the UK’s digital economy growth, the government must streamline cryptocurrency regulations and adopt forward-looking approaches. By making the regulatory landscape clear and straightforward, the UK can create an environment that fosters innovation, growth, and competitiveness in the global fintech industry.

The Policy Exchange report also recommends not weakening self-hosted wallets or treating proof-of-stake (PoS) services as financial services. This approach aims to protect the fundamental principles of decentralization and user autonomy while strongly emphasizing security and regulatory compliance. By doing so, the UK can nurture an environment that encourages innovation and the continued growth of blockchain technology.

Despite recent strict measures by UK authorities, such as His Majesty’s Treasury and the FCA, toward the digital assets sector, the proposed changes in the Policy Exchange report strive to make the UK a more attractive location for Web3 enterprises. By adopting these suggestions, the UK can demonstrate its commitment to fostering innovation in the rapidly evolving blockchain and cryptocurrency industries while ensuring a robust and transparent regulatory environment.

The ongoing uncertainty surrounding cryptocurrency regulations in various countries has prompted Web3 companies to explore alternative jurisdictions with more precise legal frameworks. As the United States grapples with regulatory ambiguity, the United Kingdom can position itself as a hub for Web3 innovation by simplifying and streamlining its cryptocurrency regulations.

Featured Image Credit: Photo by Jonathan Borba; Pexels; Thank you!

Deanna Ritchie

Managing Editor at ReadWrite

Deanna is the Managing Editor at ReadWrite. Previously she worked as the Editor in Chief for Startup Grind and has over 20+ years of experience in content management and content development.

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