# Digital sales transformation is key to faster, higher revenue
Author:  Pal Sinha, Barnali 
Author URL: https://financedigest.com/author/pal-sinha-barnali
Published: 2022-10-14
Category: TECHNOLOGY
Category URL: https://financedigest.com/category/technology
Meta Title: Transforming Sales: Key Steps for Revenue Generation
Meta Description: Discover how investing in the right sales technology can increase revenue generation, streamline processes, and empower your sales team for future growth.
URL: https://financedigest.com/digital-sales-transformation-is-key-to-faster-higher-revenuehtml

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_By_ **_Nick Bowles,_** _Vice President of Sales & Strategy EMEA at Outreach_

Technology is constantly transforming modern day work. Today, employees can [work](https://www.financedigest.com/why-employers-rocked-by-the-great-resignation-must-keep-working-mothers-on-board.html "Why employers rocked by the Great Resignation must keep working mothers on board ") from anywhere, automation is speeding up decision making, and new innovations are making workplaces more inclusive. Despite this, one [key area of business is lagging when it comes to digital transformation:](https://www.financedigest.com/world-class-finance-digital-transformation-and-analytics-based-decision-making-among-key-imperatives-for-creating-finance-agility.html "World-Class Finance: Digital Transformation and Analytics-Based Decision Making Among Key Imperatives for Creating Finance Agility") sales.

As we face a potential recession, it is more important than [ever that companies invest in efficient sales](https://www.financedigest.com/uk-new-car-sales-rise-17-in-march-best-ever-month-for-evs.html "UK new car sales rise 17% in March; best ever month for EVs") technology that increase revenue generation. At the very least, this will help businesses [stay afloat](https://www.financedigest.com/digital-technology-and-startups-during-a-recession-how-to-stay-afloat.html "Digital Technology and Startups During a Recession — How to Stay Afloat"), while at best, it enables an organisation to reinvest revenue into its people, services and culture to sustain future growth.

With that said, there are four steps to take to [turn a traditional sales](https://www.financedigest.com/uk-retailers-turn-positive-on-sales-hopes-after-bleak-winter.html "UK retailers turn positive on sales hopes after bleak winter") function into a digital-first revenue engine.

**One: Choose the right technology**

[Digital transformation](https://www.financedigest.com/5-key-takeaways-from-the-finance-sectors-digital-transformation-revolution.html "5 Key Takeaways From the Finance Sector’s Digital Transformation Revolution") involves replacing inefficient and disparate systems with more technologically advanced tools and operations to optimise processes, drive growth and deliver better performance. While [digital transformation has always been critical](https://www.financedigest.com/smarter-safer-stronger-cybersecurity-is-now-critical-to-digital-future.html "Smarter, safer, stronger cybersecurity is now critical to digital future") to the growth and development of an organisation, the shift to hybrid working in recent times has resulted in an explosion of tools used by sales teams.

This has resulted in sales organisations adopting revenue intelligence solutions supported by AI [enabled](https://www.financedigest.com/why-sales-enablement-is-the-trend-to-watch-out-for-in-2023.html "Why sales enablement is THE trend to watch out for in 2023") sales solutions and a plethora of other more specialised tools to better manage their workload and internal communications.

Unfortunately, this explosion in [services available to salespeople has also resulted in some companies investing](https://www.financedigest.com/hermes-bolsters-sme-service-with-significant-investment.html "HERMES BOLSTERS SME SERVICE WITH SIGNIFICANT INVESTMENT") in solutions that aren’t compatible with each other. As a result, large [sales teams find themselves spending](https://www.financedigest.com/valentines-day-spending-boosts-british-retail-sales-in-february-brc.html "Valentine’s Day spending boosts British retail sales in February – BRC") more time than necessary saving the same data in multiple platforms, for the simple purpose of sharing information with colleagues and keeping track of their activity.

Hence, [business leaders should start their digital sales transformation](https://www.financedigest.com/3-reasons-why-businesses-get-stuck-at-the-starting-gate-of-digital-transformation.html "3 Reasons Why Businesses Get Stuck At The Starting Gate Of Digital Transformation") journey by reviewing how the sales function operates, the tools the team is using, and costs associated with each tool. This will enable them to devise a plan for their [future sales](https://www.financedigest.com/flooded-battery-to-remain-top-choice-across-industries-accounting-for-49-0-of-lead-acid-battery-sales-in-2021-future-market-insights.html "Flooded Battery to Remain Top Choice across Industries, Accounting for 49.0% of Lead Acid Battery Sales in 2021: Future Market Insights") strategy and identify the tool(s) that will truly support their staff’s current and future needs. Ideally, the solution will cover all these needs, while also streamlining [data capture and analysis](https://www.financedigest.com/trendrating-1-3-delivers-faster-data-analysis-and-enhanced-risk-control-tools.html "Trendrating 1.3 delivers faster data analysis and enhanced risk control tools") to reduce time spent on administrative tasks – and increase time spent on qualifying leads and responding to their unique needs.

**Two: Rethink what good sales looks like**

According to a recent [Forrester research](https://www.outreach.io/lp/study-b2b-sales-leaders) commissioned by Outreach, data literacy and tech-savviness are becoming key skills for any salesperson due to an exponentially high growth in the adoption of salestech solutions. By reducing the number of salestech solutions that salespeople really need, businesses can invest in the right kind of training and speed up onboarding so employees can [deliver revenue faster](https://www.financedigest.com/you-cant-get-faster-than-that-spring-statement-update-delivered-digitally-as-it-happens-with-app-driven-technology.html "‘You Can’t Get Faster Than That’ – Spring Statement Update Delivered Digitally As It Happens with App-driven technology").

Beyond the training benefits, organisations adopting [machine learning](https://www.financedigest.com/machine-learning-engineer-jobs.html "Machine learning engineer jobs") and data-driven sales solutions can also use these tools to empower hybrid sales teams to engage across a range of channels, collaborate with large sell-side and buy-side teams, and transform data into key insights. This [enables sales](https://www.financedigest.com/ethical-financial-selling-the-role-of-compliance-technology-and-sales-enablement.html "Ethical Financial Selling: The Role of Compliance Technology and Sales Enablement ") teams to be more distributed. Those working on global deals can create multiple points of entry and work as a team to support their leads in their own time zone, using knowledge shared by colleagues operating in other countries, making it easier to [build long-lasting relationships](https://www.financedigest.com/can-i-please-speak-to-someone-why-building-relationships-is-still-crucial-in-digital-payments.html "“Can I please speak to someone?” Why building relationships is still crucial in digital payments") based on valuable counsel and support in ways that are valuable to the prospect.

This approach also allows businesses to hire the best talent [around the world](https://www.financedigest.com/around-the-world-in-mobile-payments.html "Around the world in mobile payments") – and not just the best locally-available talent. This opens the door to more diverse commercially aware talent, and [creates more inclusive workplaces](https://www.financedigest.com/strict-regulations-regarding-hygiene-at-industrial-workplaces-to-create-high-demand-for-industrial-dispensers-persistence-market-research.html "Strict Regulations Regarding Hygiene at Industrial Workplaces to Create High Demand for Industrial Dispensers: Persistence Market Research") that are able to look at problems from a wider range of angles. These teams are proven to be more productive, innovative and less biased than homogeneous teams – making them a key [asset for any business](https://www.financedigest.com/making-your-accountant-an-invaluable-asset-to-your-business.html "MAKING YOUR ACCOUNTANT AN INVALUABLE ASSET TO YOUR BUSINESS") in the future.

**Three: Increase efficiency through automation**

By investing in a digital sales solution, b2b sales [businesses can streamline their operations and implement technologies](https://www.financedigest.com/7-ways-cloud-technology-can-transform-business-finances.html "7 ways cloud technology can transform business finances") to automate sales workflows and other administrative tasks, thereby freeing their sales reps to focus on more important initiatives that drive value to the business.

With the help of a [sales execution platform, organisations can align data-driven sales processes and equip sales reps with access to information and tools in real-time to better prepare themselves for customer](https://www.financedigest.com/lumen-research-expand-us-operations-with-key-sales-and-customer-success-hires.html "Lumen Research expand US operations with key sales and customer success hires") interactions. For example, salespeople can get recommendations on next step [actions and real-time accurate answers to prospect and customer](https://www.financedigest.com/the-fca-is-taking-immediate-action-on-customer-vulnerability-but-how-does-this-impact-advisers.html "The FCA is taking immediate action on customer vulnerability; but how does this impact advisers?") questions during meetings.

Leveraging popular and powerful [sales tech tools or applications helps salespeople to improve](https://www.financedigest.com/european-junk-debt-sales-spring-back-to-life-as-sentiment-improves.html "European junk debt sales spring back to life as sentiment improves") their efficiency and close more deals within a shorter span of time. It also enables them to automate tedious tasks such as setting reminders for emailing prospects, [data logging lead generation and keeping](https://www.financedigest.com/dollar-buoyant-as-robust-u-s-data-keep-fed-hawks-in-control.html "Dollar buoyant as robust U.S. data keep Fed hawks in control") track of multiple sales deals.

Data-driven [sales processes can also help with tailoring sales processes to better suit the needs of potential customers](https://www.financedigest.com/yum-beats-sales-estimates-as-customers-flock-to-kfc-taco-bell-deals.html "Yum beats sales estimates as customers flock to KFC, Taco Bell deals"). With the help of [sales metrics such as sales cycle length, average response time and sales to date or win](https://www.financedigest.com/hermes-asks-court-to-block-metabirkin-nft-sales-after-jury-win.html "Hermes asks court to block ‘MetaBirkin’ NFT sales after jury win") rate, sales reps can now easily keep track of their own progress and ensure that they are making necessary changes to hit their targets.

This provides b2b [sales reps with a competitive edge to have meaningful and effective interactions with potential customers based on cohesive intel that is backed by data, which in turn helps them to perform better than rival companies who are still relying on traditional sales forecasting](https://www.financedigest.com/truck-maker-volvo-posts-record-q1-as-sales-margins-beat-forecasts.html "Truck maker Volvo posts record Q1 as sales, margins beat forecasts") methods to drive their business.

**Four: increase pipeline visibility with transparent data**

With access to the right type of technology, [businesses can now not only collect and analyse actionable metrics](https://www.financedigest.com/5-fx-metrics-your-business-should-be-tracking.html "5 FX METRICS YOUR BUSINESS SHOULD BE TRACKING") such as deal size, rep forecast and engagement activity, but can also gain better pipeline transparency and accurate forecasts.

Data assimilated from sales engagement platforms can also be used to adopt a buyer-centric approach towards sales, which primarily focuses on [understanding and creating a product](https://www.financedigest.com/understanding-management-theories-and-maximising-productivity.html "Understanding management theories and maximising productivity") or service that the customer needs. This [data can also be used to identify patterns and trends within customer](https://www.financedigest.com/solving-the-customer-experience-conundrum-how-fs-organisations-can-use-data-to-level-up.html "Solving the customer experience conundrum: How FS organisations can use data to level up") buying behaviour, which in turn can be used to design targeted selling strategies.

Although there is an increasing agreement that part of an organisation’s sales transformation is adopting cutting-edge technologies like sales [execution platforms](https://www.financedigest.com/fiat-republic-the-specialist-baas-platform-that-bridges-web3-and-banks-announces-the-appointment-of-two-industry-experts-as-non-executive-directors-to-the-board-of-its-dutch-subsidiary.html "Fiat Republic, the specialist BaaS platform that bridges web3 and banks, announces the appointment of two industry experts as Non-Executive Directors to the board of its Dutch subsidiary."), technology alone cannot create success.

Hence, b2b [sales organisations that uplevel their technology need to be sure they can equally manage the people](https://www.financedigest.com/sodexo-tops-q1-sales-estimates-as-people-return-to-offices.html "Sodexo tops Q1 sales estimates as people return to offices") affected by the new technology. This means ensuring your sales force understands how [digital sales transformation](https://www.financedigest.com/redefining-the-human-touch-with-data-driven-digital-transformation.html "Redefining the human touch with data-driven digital transformation") can help the business to grow and thrive, all while improving the overall employee and customer experience.


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