The Secret to Creating High-Impact Tools – The Sales Challenger

The Secret to Creating High-Impact Tools – The Sales Challenger:from 3forward by Matt Smith

 Improving Sales Team Effectiveness

“Sales organizations often find themselves inundated with rep requests for new sales tools. That said, despite the time and effort Sales Ops spends designing and perfecting new tools, sales force adoption often remains low, with many of the sales tools requested by reps rarely used in the field. What’s more, the high volume of tool requests often leads to high-impact tools slipping through the cracks or Sales Ops expending scarce organizational resources on creating low-value and low-impact tools.
Faced with this problem, Schneider Electric, a global energy management company, took to designing a comprehensive scorecard that helps Sales Ops direct resources to the tools with the highest potential for impact. Schneider broke down its sales tool evaluation process into two separate scorecards—one to analyze impact, and the other to assess resource commitment and feasibility.”  READ MORE…
Source: The Sales Challenger, Sales Executive Council