Allego surveyed 330 sales leaders about their use of multiple sales enablement tools and discovered that incorporating too many tech tools into the sales process can feel like a second job in itself for both sales leaders and reps. It causes confusion, wastes time and undermines the whole purpose of using those tools.
Consolidation is vital. The more complex a process is, the less likely sellers are to embrace it. Consolidation of your tech stack not only makes sense from a financial perspective, it increases user adoption, reduces workload and provides a clearer picture of what rep activity and what content directly relates to sales success.
How do you audit your current tech stack to determine what stays and what can go? For starters, look for overlaps. Many companies use multiple platforms for training and CRM. Find any duplication and retain only what works best. Or better still, swap everything out for an all-in-one sales enablement platform.
This type of audit tackles one of the most common sales enablement strategy mistake — not measuring the efficacy of the sales enablement platform itself. If you haven’t defined specific objectives for your sales enablement strategy and measured its effectiveness, it’s difficult to gauge its value. To truly understand the impact of your sales enablement strategy, you need quantitative data.
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