The highly dispersed nature of any company’s sales organization is a fact of life for every business. Whether you sell direct, via manufacturer’s reps, wholesalers, distributors or retail, the ability to engage these channels is the second leading issue facing business executives today (see table below). Sales leadership in many corporations are hiding behind the economic doldrums excuse (with some legitimacy), but “best-in-class” Sales Executives are delivering results in spite of these realities.
Traditional sales training and knowledge distribution processes through your channels are relics of the past. Stick with them and your company will become a dinosaur – extinct. Ladies and gentlemen, it is 2009 and time to leverage the tools available to engage your sales channels. Your Marketing and Human Resource brethren are leveraging Web 2.0 tools to extend your brand and upgrade the talent pools across your organization. It is time for Sales to harness these tools to deliver success via focused collaboration and knowledge sharing among your distributed sales network.
Top 2 Strategic Actions utilizing Web 2.0
(Aberdeen Research, August 2009) – 216 Respondents
The “best-in-class” Sales Executives are already engaging their channels and achieving results. Sales organizations using Employee Communities, Employee Forum/Wikis and internal Social Networking individually lag “best-in-class” organizations that provide integrated sets of these tools together. Engagement comparison to companies not using any of these tools is even more startling.
Impact on Engagement for Web 2.0 Tools
Source: Aberdeen Group, June 2009
Of the 73 “best-in-class” organizations, these companies demonstrated a 26% improvement in year over year engagement.
It is time for you and your sales channels to realize their potential. To learn more on how to engage your Sales channels, facilitate knowledge sharing and collaboration via an innovative, affordable Web 2.0 solution, please visit interactyx.com.
