At a time when sellers have immense pressure to close deals with limited time to engage customers, sales technology is an invaluable tool to give organizations clarity regarding what they need to do to be successful. Korn Ferry Sell helps you create a strategic selling process to win deals faster, and deliver more value to your clients. And our recent research shows that organizations whose tech stack was integrated among applications and with CRM report 9.4% higher win rates and 8.1% higher quota attainment.
How does Korn Ferry Sell change the game for everyone in your sales organization? On a granular level, there are several important ways this sales technology solves problems for sellers, sales managers and sales leaders.
1) Sales reps: technology drives seller actions.
Sales reps hate entering data into CRMs, and most don’t see any value from the data after it lands in the system. In fact, more than 80% of sellers feel challenged by the amount of data and information available on prospects, and according to our research, just a quarter of sales organizations express high confidence in the quality of their CRM data.
Korn Ferry Sell incentivizes sales teams through the methodology to want to interact with the CRM. Until now, it’s been all stick – no carrot. But now reps can gain in-the-moment insights generated by predictive analytics – specific, real-time actions they can take to increase the odds of closing deals. Korn Ferrry Sell makes the methodology accessible in the moments it matters most.
Sales reps engage consistently with technology in the work of selling and in the practice of the concepts they learned in sales training. Through improved adoption of methodology, reps are better equipped to prioritize deals, manage time and spend more hours on actual selling activities.
2) Sales managers: technology changes deal outcomes.
Nearly a third (30%) of sellers identify inconsistent coaching as their top sales challenge. Across the board, sales managers want to improve and scale the level of coaching they provide to sales reps. But, in many cases, they lack the tools and information they need to help reps move the needle on deal outcomes, and it’s difficult to know when to intervene.
Korn Ferry Sell equips managers to provide actionable coaching advice, quickly and at scale. In addition to serving up real-time alerts about deals that require attention, our tool gives managers specific insights they can use to guide the actions of sales reps and improve win rates.
Getting sellers to adopt methodology is also a common coaching struggle, and Korn Ferry Sell delivers the solution. By connecting sales technology to methodology, Korn Ferry Sell motivates reps to execute the organization’s sales methodology, while providing managers with greater visibility into the state of methodology adoption. This gives managers another way to ensure sellers are putting methodology into practice.
3) Sales leaders: technology replicates winning
It’s not enough to simply know that you’re winning. Sales leaders and executives need to know why sellers are winning so they can identify effective selling behaviors and multiply success across the organization.
Leveraging deep analytics, Korn Ferry Sell shows leaders the reasons behind wins and losses, providing visibility to patterns of success and empowering leaders to identify the behaviors that consistently generate better deal outcomes. It can show which methodology-backed actions — such as finding the economic buyer — most closely correlate to closed-won deals across the organization.
It increases leaders’ visibility to analytics about sales strategy effectiveness, providing a clearer understanding of the ROI on methodology adoption and usage. This improves the quality, quantity and timeliness of CRM data in ways that help leaders make more informed and effective decisions.
Korn Ferry Sell reinforces your methodology and uses predictive analytics to show you exactly how to drive seller actions, change deal outcomes and replicate winning across your sales organization. If that’s not a game-changer, what is?