How Better Search Improves Sales Productivity In The Team
Updated March 24, 2023.
Forrester's sales activity studies have consistently shown that "finding content and information is a significant productivity obstacle for sales teams." Sales reps have built their lives around the excitement and the energy of the office environment. In a viral blink of an eye, the world took a hiatus, everyone went remote, and sales leaders and teams had to develop new ways to be productive outside of their natural working environment.
By transitioning from a world of paper files to a world of digital tools, each carrying out a different function in their everyday task, sales reps struggled to fully find all the information they needed to understand and close a prospect. Before sending that first email to launch a sales cycle, sales reps would have had to switch between a plethora of tools first.
However, you can get rid of this barrier and compress your sales cycle with fast searching across your company. You can improve your sales team's productivity by making it easier for them to access all the content on these tools to cut down the process of diving deep into a lot of apps to find information.
Eliminate Content Silos With a Unified Access Point
One of the blockers hindering the sales team's productivity is the inability to easily access important information and content that their marketing counterparts create. 81% of sales leaders mentioned "content search and utilization" as the top area for improving productivity. Only 46% of sales reps believe that they have enough data and insight on a prospect's intent.
Data silos frustrate employees by creating multiple bottlenecks. Sales reps often struggle with putting in their very best because they don't know the information available to them and how to find it in the company's shared database. It's even worse when another department, like product or marketing, creates and stores the content.
Adopting an enterprise search tool makes it easy for sales reps to access data and other forms of content. It serves as a single, searchable home for all your content assets. It's not enough to organize content by factors such as sales stage, industry, persona, or segment. Having a single point of access to all prospect and customer data can heavily contribute to the productivity of your sales team. With one click, they should be able to access all the information they need on accounts, leads, product updates, etc.
When it becomes easier for sales reps to find relevant content and data to use in their everyday activities, they can stop spending time on repetitive tasks, like constantly scrolling through the company's database. Instead, they can spend that time focusing on creating pitches, drafting follow-up messages, and building winning sales strategies.
Get a 360-View of Prospects and Clients
According to HubSpot's Sales Enablement Report, prospects' buying habits have changed in a post-pandemic world, and sales reps now have to close deals virtually instead of in person. Transitioning to a remote operation model came with incorporating even more tools to understand the prospect and their behaviors. In fact, 72% of salespeople say they need to have at least three screens with multiple tabs open to get that 360-view of their prospects and leads.
With businesses already using many apps to document prospect information and behavior, sales reps have to know the exact location of every piece of information if they want to get to it quickly. Before picking up the phone to make that sales call, they need to conduct an appropriate amount of research, and searching for this information can take more time than expected.
With a better search tool, they can quickly type in one keyword, e.g., the prospect's name, and get all the necessary information. For example, a B2B sales rep can type in the name of the company they're trying to close and get a full view of them and how they've interacted with the brand.
Quickly Find Answers to Urgent Questions
Marketing, customer success, product, and sales teams work cross-functionally to convert prospects to retained customers. In most cases, the prospect doesn't interact with the sales team until much later in the buying funnel, after having multiple interactions with the brand.
When a sales rep is on the phone with a prospect, it is important that they have all the information relating to that prospect in front of them to make the call go smoothly. The rep can get questions that only the product team can answer on a sales call, but the prospect wants an immediate answer. If the sales rep can't immediately do a quick search and get answers to a prospect's questions, it reduces the confidence in the product, and the company can lose that lead.
With efficient and effective contextual search, sales reps can instantly find answers to urgent questions. Contextual search helps sales reps search for data without having to remember the exact title of a document to locate it. For example, a sales rep wrote a prospecting email template in one of their monthly reports. With contextual search, they don't have to remember the exact report; they can easily search for some words in the template to find it.
Unleash Your Sales Productivity
One productivity problem facing sales teams stands out above the rest: fast, easy access to all the resources and data they need. Thankfully, this is a situation you can solve with a better company-wide search tool! With a one-click intranet search tool like Unleash, your sales team can change how they approach the information they need. Instead of navigating many tools and apps to find different bits of information, they can easily download one tool and search their entire tech stack at once.
Unleash provides a Google-like search solution that enables everyone in the organization to find every piece of information in one spot. It connects with more than 30 apps and quickly brings you the data and content you need. Learn more about how Unleash can significantly improve your sales team's productivity problems.