4 Sales Management Technologies to Look Out for in 2024

There was a time when cloud technology like Google Drive was just starting to enter the mainstream. As it always happens with the coming up of a new technology, manufacturer reps were unsure about it.

They knew that the cloud could solve all their data handling issues that came with using local computer storage and paper files. Still, they were worried about whether it was safe to put all their important stuff in the cloud. And learning a whole new system seemed like a big hassle.

Those reps who took the leap had a clear advantage! They could work faster, collaborate seamlessly with their team, and say goodbye to the worry of losing files. 

The above example makes an important point: reluctance to adopt new technology is understandable, but it’s important to move forward because if you don’t, someone else will—and they are likely to gain the upper hand.

The last few decades have seen prominent advancements in the technological landscape, such as virtual reality and the Internet of Things, which are changing how we understand our customers and interact with them. By leveraging these technologies, you can provide a more enhanced and personalized service to your customers. 

Therefore, as a manufacturer’s rep, it becomes crucial to embrace these technological innovations. This will help you differentiate in the market, build stronger relationships with customers, and drive business growth. By doing so, you’re not just keeping up with the times; you’re also putting yourself ahead in the game.

Now that you are aware of the importance of adopting and embracing new technological advancements, we are going to explore four emerging sales management technologies that will help you make more informed, personalized decisions and stay competitive in this rapidly evolving market. Let’s discover how you can transform your sales strategy and become future-ready.

Top Use Cases of a Sales Tech for Manufacturer’s Representatives:

After thorough research on the challenges and opportunities for manufacturers’ representatives we have come up with the essential use cases of sales technology that manufacturer reps can use to their advantage. 

Decision Makers and Owners	Sales Managers/Head of Sales	Sales Rep
Visibility of sales data	Rep activity	Track their commissions
Strategic decision making	Areas of improvement in Sales Pipeline	Track their daily sales targets
Reports on Sales, Revenue, Profits	Targeted Feedback to Reps through CRM	Track the history of calls and tickets raised

Four emerging sales management technologies that you shouldn’t miss out

1. CRM software

Most salespeople see CRM as another tool or just another way for their bosses to keep track of their work.

But actually, CRM can drastically improve the lives of salespeople.

A recent study shows that 65% of sales reps who used CRM achieved their sales goals, and 78% of those who didn’t use CRM could not achieve their targets.

But how exactly can a CRM help you?

The most common and biggest challenges that the sales team of a manufacturer’s rep faces are:

• Communication and collaboration among teammates
• How and what opportunities to prioritize
• Accessing information on a specific customer- purchase history, service ticket, etc 
• Knowing the specific pain points of your customers.
  

And surprisingly, these problems can easily be tackled by just using a CRM.

Collaboration and Communication Platform

CRM can enhance coordination and collaboration amongst team members by providing a centralized platform.

Team members can easily access each other’s notes, updates, and customer interactions. This helps promote transparency among team members and enables them to work more efficiently. The need to conduct long meetings for hours is considerably reduced. Therefore, the reps can spend more time selling than sitting in a meeting.
While using a CRM, the sales team lead of the HVAC rep firm assigns leads to her reps, Cathy and Karla. Kathy and Carla fill out their sales interactions and call histories in their CRM. The CRM manager, tracking the status of the leads, realizes that both his reps are dealing with similar leads.

Thus, just by looking at his reps’ CRM data, he facilitates his team’s exchange of notes and discussion of strategies to close the deal—all done in a day’s time. Without having to do a meeting, the team manager was able to aid his team in closing sales.

Automation

A CRM  system can easily automate administrative tasks and make routine work simpler for sales reps. The purpose of automation is to reduce the time spent on repetitive tasks and utilize it on more important tasks.

Types of sales automation a CRM can do for Manufacturer’s Representatives:

• Lead Scoring and Capturing
• Task Management and Reminders
• Quote generation
• Computing Sales Commission
• Computing Profit Margins

Managing, storing, and organizing customer data on spreadsheet can take up a huge chunk of the day. Accessing it, even harder. One of the other benefits of CRM for sales is that you don’t have to track prospects manually.
Let’s say you and your sales team attended an HVAC trade show. There were hundreds of potential leads. Qualifying these leads manually on a spreadsheet would have taken several hours. But with the help of automation, you can simply enter the list of these prospects in the CRM. Based on your robust lead segmentation, the CRM not only analyzes and qualifies the leads but also assigns them to various reps.

Sales Enablement Platform

Sales enablement, in simple words, means equipping sales teams with the relevant knowledge, content, and tools to sell products and services successfully.

These tools can help your sales team provide a more personalized experience to your customers. One of the key tools in sales enablement is the use of automated marketing tools. These tools can generate personalized brochures and email campaigns tailored specifically to the needs and interests of each client.

Suppose your client shows interest in energy-saving metrics. Your sales team member can simply enter this data in the CRM. It will analyze this information and use it to create a personalized brochure. This brochure will emphasize energy-saving metrics, maintenance schedules, and case studies of similar commercial properties that benefited from the HVAC model.

This results in a more efficient and customized experience for the customer. And CRM software can easily manage this.

Learn more about the sales enablement tool.

2. Data Analytics

Data analytics is a powerful tool that you and your whole team can use for their benefit.

From sales to marketing to operations, data analytics tools can help you gain insights and make informed decisions.

Here’s how data analytics can be used by various teams:

Sales

Marketing

Some data analytics tools help you stay ahead of the competition by tracking industry trends and market conditions. They also conduct competitive analyses to identify market opportunities and threats.

Tools like Nielsen and Euromonitor can be used by your marketing team to Identify Emerging Technologies. 

Let’s take the HVAC sector as an example. Tools like Nielsen can tell you about emerging technologies in the HVAC sector, such as smart thermostats or eco-friendly refrigerants.

Your marketing team can then focus on promoting HVAC systems compatible with these technologies to meet the rising demand.

Operations

For an HVAC manufacturer’s representative, efficient supply chain management is important to ensure timely delivery, minimize costs, and meet customer demand. 

Data analytics tools can play a crucial role in optimizing the supply chain. 

Tools like  Oracle Analytics Cloud can analyze historical sales data, seasonal demand patterns, and current inventory levels to predict future inventory needs accurately. 

The operations team can leverage these advanced analytics and predictive models to enhance supply chain efficiency and manage inventory more effectively.

They can also set up automated alerts so the team is notified when inventory levels reach a certain threshold. This will help ensure timely reordering and prevent stockouts.

3. Augmented Reality(AR) and Virtual Reality(VR)

AR and VR can provide numerous benefits for sales and marketing.

You can enhance product demonstrations, increase engagement, and improve the customer experience with their help.

Studies show that AR and VR can significantly increase conversion rates, as customers are more likely to purchase a product after experiencing it in a virtual environment.

Your sales team can use an AR app to demonstrate how different HVAC units would look and fit in their building. You can help them visualize the comparison and help them make a much more informed decision. 

 4. Internet of things

The Internet of Things (IoT) is a network of physical objects or “things” embedded with sensors.

It connects everyday objects to the Internet, allowing them to send and receive data. This enables automation and real-time information sharing.

Imagine being able to predict air conditioning and heating systems system failures before they occur. 

With the IoT sensors installed in your customer’s product, you can monitor the system and fix problems before they cause a major issue. 

This will not only save you and your customers money but also help you gain their trust and improve their satisfaction. 

Conclusion

Technology has shaped the way how businesses connect with customers. From using physical brochures to demonstrate our product to slowly moving towards more immersive and interactive AR and VR, we have come a long way.

This suggests that adapting and embracing new technology is essential for staying ahead in the business race. 

As technology advances, it provides deeper insights into customer behavior. This can help us connect with our customers at a more personal and emotional level. Not adapting to new technology will surely leave you in the backseat of this fast-moving train of business.

The future of sales isn’t about replacing humans with machines. Rather, it is about how humans and machines could work together- smarter, faster, and better than ever before. 

Let us harness the power of these emerging sales technologies and look forward to embracing the digital revolution by staying ahead of the competition.

Take the first step towards the digital revolution and boost your sales like never before!

Embrace the latest sales technologies and get ahead of the competition. 

FAQs

1. Why should I care about integrating new sales technologies?

Integrating new sales technologies keeps you competitive, enhances efficiency, improves customer engagement, and ultimately drives higher sales and revenue. Embracing these innovations positions you for long-term success in a rapidly evolving market.

2.  How can data analytics enhance my sales performance?

Big data analytics can reveal customer behavior patterns, preferences, and purchase history, enabling you to tailor your sales pitches and marketing efforts to meet their specific needs more effectively.

3. How can CRM software improve my day-to-day workflow?

CRM automates routine tasks like data entry, follow-ups, and scheduling, freeing up more time for you to focus on selling and building relationships with customers.