Three questions to determine if sales technology is enhancing or hindering partner productivity
When it comes to sales technology tools, more is not necessarily better. Rather than increase business efficiency and performance, an overabundance of tools — today’s sales reps use on average six — can actually hamper productivity.
Why? Because more sales tools doesn’t automatically equate to ROI. In fact, quite the opposite. Too many tools, particularly those that aren’t well-integrated, slow sales reps down as they waste time navigating a hodgepodge of CRMs, partner portals, email clients, and more. For channel partners, we know the struggle to manage multiple tools is even more burdensome — given that one distributor may be working with dozens of suppliers, each with its own tool.
Because of this, companies are struggling with redundancy, poor engagement and flat-out waste in their tech ecosystems.
How do you decide which technology tools land in the sweet spot of increasing efficiency and performance without adding more hassle? Or worse, lead to little or no ROI?
For manufacturers and their distributors in the channel sales space, pipeline visibility and channel engagement are the two most critical areas on which to focus — as they represent the greatest opportunity for revenue growth.
For manufacturers, it might be a CRM and a channel engagement software product to gather sales pipeline data from their distributors. For distributors, it’s likely an easy CRM to manage sales reps performance and pipeline. But they also need that CRM to be able to connect with their suppliers systems so leads can flow directly into their CRM without duplicating work. Feedback on what happened to a given lead should automatically be sent back to the suppliers, as well.
For channel sellers considering whether to adopt new technology tools(s), ask yourself:
Is it simple?
Suppliers need crystal clear, up-to-the-minute pipeline visibility. But your channel partners or distributors are already overwhelmed with plenty of technology “noise.” Don’t add to the clutter by asking them to log-in to your special portal, or sift through generic emails combing for information relevant to them. Provide a solution that allows them to quickly and easily communicate the quality and status of each lead they receive. You’ll get the pipeline visibility you need, and they’ll be more engaged in the process.
Is it helpful?
Technology that can offer timely and contextual communications are critical to successful partner engagement. Channel partners are only as effective as you are at equipping them with the resources they need. To set partners up for success, provide “context aware” sales enablement that maps the right materials to the opportunity by stage, product, and scope. This will better position your distributors to convert more leads into sales.
Does it help you sell more?
At the end of the day, your technology tools should pay you back, and then some. For channel sellers, that might be automated lead capture and assignment so your partners get leads faster. Or, ability to auto append your leads in real time to give your partners better, more detailed information on every lead. Real-time 2-way integration with your CRM is critical, as it provides you a clear picture on both your direct and channel sales pipeline and performance indicators.
By taking a closer look at your sales process and asking these 3 critical questions when evaluating your technology needs, you can see which tools improve productivity and lead to revenue gains and which are time and money wasters.
Proax Technologies calls LeadMethod’s CRM Connector the ‘Holy Grail’ of software platforms for industrial distributors
Facing a rapidly increasing volume of leads, Proax today announced its partnership with LeadMethod to improve visibility into its sales pipeline and accelerate revenue opportunities. Proax currently works with more than two dozen manufacturing partners worldwide.
As a leading distributor of products and expertise in machine automation, motion control, and machine safety industries, Proax was keenly interested in automating more of its processes and not falling behind the digital transformation trend. LeadMethod’s Distributor CRM Connector offered the ideal answer, seamlessly integrating incoming leads and opportunities from its suppliers with Proax’s existing Hubspot CRM.
“LeadMethod has built the holy grail of software platforms for distributors that need to connect their sales technology to suppliers,” said Carlos Martins, E-Commerce and Business Development. “LeadMethod’s Distributor CRM Connector platform allows our salespeople to spend more time selling and far less time on busy work within our CRM. It’s been a revenue accelerator for us.”
By automatically routing leads from suppliers directly to Hubspot, Proax has:
- Eliminated manual lead entry and resulting errors or omissions
- Improved accuracy of quarterly projections
- Reduced abandonment rates
- Enabled easy communication with suppliers on the status and quality of every lead
The result is a competitive advantage for both Proax and its manufacturing partners, allowing the latter to manage their lead process more efficiently and take action on promising prospects faster.
“As trusted technical experts focused on meeting the needs of their customers, the team at Proax has set the standard among industrial automation distributors, ” says Justin Johnson, LeadMethod CEO. “We’re excited to help them find more success and revenue, by improving collaboration with their manufacturer partners to accelerate sales.”
LeadMethod is a software company focused on channel partner engagement and sales enablement, two factors that drive the most ROI and channel partner loyalty. LeadMethod works with more than 23,000 suppliers, reps, and distributors to better align their businesses for growth. LeadMethod clients see between a 10-20% increase in revenue and have stronger communication and collaboration with their channel partners. LeadMethod can be used as a stand alone system or integration with more than 65 CRM, marketing automation or ERP systems for a total solution.
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