Riding the Fast Wave of Digital Transformation

Strategic Sales Enablement

Transformational forces are influencing and restructuring almost every industry. Job roles that didn’t even exist a few years ago are getting more prominent, and many businesses are embracing a “fail quickly and learn” attitude to keep pace with new improvements and disruptive technologies.

Today, it is imperative that Sales Enablement Orchestrators understand the comprehensive effects of digital transformation and how they might have to reconsider conventional methodologies to talent acquisition, change management, and the working style of the company going forward.

How is this change impacting your sales management team? Can your sales and engineering teams cope with the inevitable digital transformation? In this post, we’ll discuss some key takeaways for your sales managers to bear in mind as the company carries on with its digital journey.

Why Digital Transformation Matters for Your Sales Managers

When it comes to digital transformation, sales managers often focus more on the digital aspect –the software and practices –instead of the transformational people aspect. The notion that you can just purchase the right tool and immediately improve efficiency is tempting – but it’s a far cry from reality. However, at its core, digital transformation is about altering how people work together, not just what technology they use to do that work.

Digital Sales Enablement
Digital Sales Enablement

Although digital transformation appears different in every business, digital companies share some vital characteristics:

  • Collaborative: Every team member has a meaningful contribution to accomplishing a shared vision. This means collaborating at different organizational levels and across teams to develop trust, ensure transparency, and engage personnel.
  • Culture-Building: This necessitates moving away from conventional corporate structures and chains of command and empowering workers to participate in decision-making and share ideas.
  • Insight-Led:  Cloud-based tools and services are cost-effective and responsive, enabling companies to select the ones that fulfill their requirements and simplify their IT and infrastructure overheads.
  • Mobile: Consumers anticipate simplicity and accessibility from companies. That means salespeople need to operate digitally – and most likely on-the-go. Mobile devices account for 50% of all website traffic. Can  your people work that way?
  • Innovative: Companies embracing digital transformation are always experimenting. They learn from the results to inform bigger changes across the organization.
  • Ongoing: Digital transformation isn’t a one-off project with a starting and ending date. You’ll have to keep learning and developing as technology continues to advance and requires alterations to existing practices.
  • Information-fueled – At the heart of the digital transformation is data. It not only involves gathering and investigating data about your consumers but evaluating what’s occurring within your organization as well.
  • Experience-centric – Moving WAY beyond marketing and sales enablement, beyond sales enablement, and “customer-centricity”, companies are tackling end-to-end experience. This means your salespeople represent the entire breadth and depth of your company’s solutions — whether they get paid on the sale or not.

These changes are all focused on delivering better service and an outstanding experiences for your consumers.

Interestingly, none of these characteristics is about what your business sell per-se. They are about the integration of people, process, information, and technology and how that comes together over the many touchpoints of the customer’s experience.

Be the change you want to see in the world

-Ghandi

Therefore, if you want your managers to become change agents, you need to embrace transformation in your operating model and make changes happen by motivating and persuading others.

Culture Comes From Doing the Right Things, Right

Digital transformation doesn’t change the core values or products/services of your company. Instead, it is about developing a well-connected corporate culture and obtaining digital tools and technologies that’ll support your strategic objectives.

While change may be an unavoidable part of doing business, it is not always welcomed wholeheartedly by workers, managers, or even business owners. Employees may feel hesitation in abandoning the familiarity of their comfort zone or worry about not being able to adjust to the change. Even though the immediate impact of change can sometimes be distressing, it can have a positive influence on an organization’s success in the long run.

Whether your business is experiencing a momentous transformation or you need assistance with change management, OrchestrateSales.com is here to help your managers support and improve team performance and help your people acclimatize to the change to work better cross-functionally.


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