Online collaboration can boost sales by allowing companies to share resources, knowledge, and customer information in one centralized place. This improves sales force efficiency by automating routine tasks, transferring them to less experienced employees, and allowing experienced employees to focus on more complex work. It also increases sales quality by helping employees better understand products, business objectives, and customers' needs through access to best practices, training materials, and success stories from other employees. When implemented effectively, online collaboration can increase a sales force's capacity by 10-20% without hiring more people.

1. Online
collaboration
boosting the sales

2. ONLINE COLLABORATION
"If only HP knew what it knows it would make three times more profit
tomorrow“ Lew Platt, ex CEO Hewlett Packard

3. Virtual Company
risk
management
sales
management
sales
Better collaboration because all are support
product
customer
support
support
marketing
sales team

4. One single source for all information
• Centralized resources
brochures documents
– Articles
– Reports articles
– Information about products, campaigns
services and markets
• Virtual team
– Team members
tips & tricks
– Tasks
– Lists
– Calendars & schedules
– Common resources
action plans
• Collaboration record files
targets statistics
– Discussions board
– Surveys and Feedback
news
• Knowledge management events
– Tips & tricks
reports
– Best practices schedules
– Case studies and success stories

5. INCREASE THE SALES FORCE EFFICIENCY
Increasing the sales force capacity
Increasing the sales quality
Proactive selling

6. Capacity reallocation –
• Identify the routine tasks
• Automate the routine tasks
• Transfer the routine tasks to inexperienced
employees, maintain the complex (value
added) tasks to experienced employees
??
apprentice
learn from
?
experience
mentor
answering to the same questions
over and over again -> support
support with
documents available online
routine tasks

7. Capacity reallocation –
• Support each other
• Sharing resources and knowledge
– Best practices, “How to”s, F.A.Q.s
• Better support from back office
2 branches, back office
different pick time support
online help
colleagues
support
happy
Working alone is less efficient. customers
Together Everyone Achieves More

8. Quality of Sales –
• Better understanding of the products and
services offered to the customers
– Main features, unique features, how the product
stands comparing with the competitors’ products
Last changes
Product description
Information related to the product
FAQs, Tips&Tricks, Best practices
All information in one place

9. Quality of Sales –
• Better understanding of the business
environment
• Better understanding of the company business
objectives
– Understanding the company business strategy
– Aligning sales to business objectives
together
Not just employees at the same company
but a community, moving in the same
direction and sharing the same values

10. Quality of Sales –
• Better training follow up, involving the
managers in the training process
• Learn from others’ experiences
– Success stories, Lesson learned, Best practices
identity community
learning as becoming learning as belonging
LEARNING
meaning practice
learning as analysis
learning as doing

11. Proactive selling
• Better understanding of the client’s needs
– Active strategies for attracting new customers
– Keeping the customers happy
• Cross selling
– Promotions, best value added or strategic products
marketing management
collect risks
new ideas
adapt to the
clients
sales
synchronize
decisions
feedback
better decisions
faster time to market

12. CONCLUSIONS
Work smarter not harder

13. Sales performance
• The effective sales time can be increased by
10-20% through capacity reallocation. The
sales capacity will be increased without
adding new resources (hiring new people)
• Training efficiency can be improved by more
than 40% through informal and practical
related activities, without additional costs

14. Portrait of a perfect salesperson
• Pays close attention to customer’s needs.
• Helpful, Well-informed: Knowledgeable on
industry, offerings and customers
• Passionate
• Performs all tasks quickly and efficiently in the
minimum of time
• Doing more of what he does best