Sales operations technology – the application of sales techniques, and the management and administration of sales operations using technology-driven innovation – is crucial for boosting your business’s revenues. It incorporates training and onboarding new sales staff, coordinating between your sales and marketing teams, and enforcing a solid sales strategy that strengthens the potential for increased deals and revenue streams.
One of the main priorities of sales operations managers is to ensure and maintain optimal business processes throughout the entire customer journey. New technologies and innovations mean that sales strategies need to be constantly reassessed, measured, and scaled to achieve maximum effectiveness and leverage a comparative advantage. When businesses are up to date with the latest technological trends, they have a much better chance of guiding employee decisions and maximizing revenue.
Here, we’ll be covering the sales operations technology trends that can help you boost revenues in 2022, including the digital tools that can assist your digital transformation, B2B sales enablement tools, and digital marketing operation.
Established sales operations technology trends for 2022
Sales operation managers are responsible for selecting, merging, and regulating sales technology. The right technology syncs with existing tech stacks, assisting your sales ops team to identify and actively remove any sales friction while guiding peers towards a framework for sustainable, measurable success.
Sales ops leaders need to make sure that tech stacks are future-proof, innovative, and advanced whilst being easy to use and intuitive. The process starts with a clear evaluation of your current tech stack that defines effectiveness, ease of use, cost, and ease of integration into account.
With that said, these are the sales operations technology trends that will help you boost revenue in 2022:
Utilizing digital tools for better digital transformation
Effective digital consolidation transformation requires agile and reflexive tools that are easy to use and integrate easily with industry-leading software, such as Salesforce and Microsoft Dynamics.
While successfully integrating technology into sales operations processes helps companies achieve more with the same amount of resources, you should be wary of integrating too much too fast. The risk is overwhelming employees with too many new processes without adequate troubleshooting techniques and training. The key is to integrate each new tool appropriately and enrich the entire digital transformation process through routine training exercises.
Increasing CPQ adoption
Configure price quote (CPQ) software is a hot topic for sales teams in 2022. It helps to transform sales operations and enables businesses to generate personalized quotes within minutes by streamlining the entire billing process. According to the Strategy & Research Center, over 60% of leaders in the tech industry are more likely to use CPQ software than those in other sectors.
The results are as follows:
- 48% growth rate in revenues
- 57% growth rate in margins
- 13% acceleration in sales processes
- 60% faster sales cycle
These results show that business leaders that utilize CPQ software perform daily tasks much quicker. 71% report completing time-consuming requests for proposals (RFPs) quickly vs. only 42% of non CPQ users. CPQ also helps support product awareness, creates complex quotes, and leads to a 16% better retention rate for leading salespeople.
B2B sales enablement tools
Data-driven practices are growing year-on-year and data-backed tools are being introduced to keep up with rising data demands. These tools are being utilized by B2B industry leaders to apply new technologies to sales and marketing processes.
For example, business leaders and sales operations specialists are working in harmony to identify new opportunities, leads, and openings. This enables teams to construct adaptable models that help to streamline goal-based operations as they move along the customer journey. Data-backed B2B sales enablement helps businesses to refine decision making and investment allowances, which creates better campaigns that are more efficient and effective.
Digital marketing optimization
As we move into the second age of digital, a major shift in personalization is taking place. Consumers have more freedom and choice than ever before and expect a personalized customer-centric approach to stay loyal. Businesses can approach success in this area by utilizing customer data and evaluating analytics to create individualized, targeted messaging that speaks directly to the consumer.
Businesses are leaving behind outdated volume-based approaches and are shifting towards tactile, direct marketing techniques. First-party data is a great starting point for businesses that want to use valuable data resources to drive digital success. Ultimately, obtaining, organizing, and evaluating this data offers businesses customer insights, giving brands unconditional influence over their commercial destiny.
Businesses that stay on top of, analyze, and adopt sales operations trends are more likely to achieve long-term stability and success. Sales operations technology enables businesses to accurately forecast and grow revenue, leading to data-driven decision making and the nurturing of new talent. Additionally, it facilitates effective communication and collaboration between sales, marketing, and customer success teams to drive revenue growth and strategic insights.
Employing innovative sales operations technology allows businesses to stay one step ahead of the competition and target customers in new, inventive, and personalized ways. In an age of digital saturation, customers are inundated with hundreds of choices each day. To be distinctive, businesses can use these technologies to disseminate targeted sales communications, which are vital for customer-centricity, customer experience, and business integration.
