Techno Hour

Pradeep Agarwal: Sales enablement training and how does it keep businesses upstream

Technology is present everywhere around us and involved in every task we undertake. This trend of reliance has especially widened in the last decade and processes have, thus, been largely affected due to the loss of store walk-ins. Pradeep Agarwal, Oracle explains how emerging technology for sales enablement training can be the solution and how can it be done.

He explains, “ Today, both consumers and organizations have adapted to technological operations. Therefore, it is equally vital for employee development teams to adapt sales enablement training. These attainments help employees develop a better understanding of skills to grow in a new sales environment.

Usually, sales training focuses on addressing selling skills. But adding a technological dimension change everything from on-boarding, to performance support and mentoring.

As the process continues, the ability to train and reinforce sales enablement content becomes crucial for the overall success of a company. However, because of increase in sales technology, challenges for people performing the job also increase. This is especially because of remote work environment, which has become a new normal with the pandemic. At this stage, e-learning acts as a saviour by enabling operations to run smoothly.

Pradeep Agarwal Oracle, explains, “New sales processes are the need of the hour. The one-size-fits-all approach worked for many years, but doesn’t fit well in today’s context. Each potential buyer expects being treated as an esteemed individual.” He adds that Forbes article around the importance of customer service also found out that 96 in every 100 people believe service is important in their decision to staying associated with a brand.

The new way to interact has, thus, altered the conception of content marketing completely. E-learning enables predicting in advance the sales pitch best suited for a particular customer. This helps in repeated sales and increases the value of the brand.

To ensure optimum results, use of artificial intelligence (AI) in sales is promoted widely. AI has already eased day-to-day to activities, and in sales, algorithms can show sellers what training to take, what material to send to which place, and whom to call next for payment or order. The sequence of events can also lead to better management.

Gartner estimated 30 per cent of all B2B companies to deploy some kind of AI by 2020 to primarily support at least one of their sales process. Additionally, AI is known to directly increase efficiency, reduce cost and improve overall revenue of a business. With the use of technology, masses can be trained at once and role-defined education becomes scalable. Also, the scope of personalized learning tends to generate more personal interest and informs the seller better about the job in hand.

“Marred with technology, the scope of sales has multiplied significantly. And while  machine learning helps in training, multiple tools can be used to push sales up. This includes cloud-based customer relationship management (CRM), modern video conferencing tools and BYOD method,” informs Pradeep Agarwal Oracle.

Under CRM, systems are powerful tools designed to offer an end-to-end view of customer relationship. CRM systems combine sales and marketing with customer support on a single platform. With CRM, the sales team remains updated and flexible while reaching out to the prospect customer. Similarly, modern video conferencing tools are a great advantage because feedback in real time improves the selling skills of a sales person. Lastly, BYOD or bring your own device methodology has been devised to promote the fair share of portability required in sales. With BYOD concept, it becomes easier to generate leads and work as per the customers’ requirement.

Technology for sales enablement training has amazingly decoded the concept to keep the businesses running. Also, the due attention given to each aspect of sales while making favourable use of machine learning is how the future customers will remain glued to any brand.

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