{"id":3910,"date":"2023-02-22T10:29:00","date_gmt":"2023-02-22T18:29:00","guid":{"rendered":"https:\/\/www.golinks.com\/blog\/?p=3910"},"modified":"2024-10-01T12:21:52","modified_gmt":"2024-10-01T19:21:52","slug":"optimize-sales-tech-stack","status":"publish","type":"post","link":"https:\/\/www.golinks.com\/blog\/optimize-sales-tech-stack\/","title":{"rendered":"Your Sales Tech Stack is Critical \u2014 Here\u2019s How to Optimize It"},"content":{"rendered":"\n

In today\u2019s world, there\u2019s a tech solution for every problem. <\/p>\n\n\n\n

And for sales reps, these solutions are key to helping them claw back their precious time, so that they can focus less on administrative tasks and more on selling. Yet, unfortunately, running a well-oiled sales process requires more than just throwing tools at it. <\/p>\n\n\n\n

This is especially true when two-thirds of sales reps say they\u2019re already \u201cdrowning\u201d in tools<\/a>. The average sales team reports having to use 10 different tools to close their deals, and that\u2019s on top of the other 100 SaaS apps<\/a> used across their wider organizations.<\/p>\n\n\n\n

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The solution, of course, isn\u2019t to cut down indiscriminately on the tech solutions you use. Instead, it\u2019s about carefully auditing your tech stack, reducing the number of tools used based on data, investing strategically in software, and ensuring your tools work seamlessly with one another.<\/p>\n\n\n\n

Below, we\u2019ll walk you through how to do exactly that, step by step.<\/p>\n\n\n\n

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Step 1: Audit your sales tech stack<\/h2>\n\n\n\n

The first step to auditing your tech stack is to gather data, so you can get a solid idea of where you\u2019re currently at.<\/p>\n\n\n\n

Identify which of your existing tools are most useful<\/h3>\n\n\n\n

According to Productiv, only 45% of the app licenses<\/a> in a company\u2019s SaaS portfolio are actually used on a regular basis. Sales tools aren\u2019t exempt from this problem.<\/p>\n\n\n\n

To identify just how frequently sales reps are using the apps in their tech stack, you can use a SaaS spend management tool. GoLinks<\/a>, for instance, provides you with usage analytics on every app in your organization.<\/p>\n\n\n\n

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To zoom in specifically on the sales team\u2019s usage of specific apps, you simply need to view product usage by team.<\/p>\n\n\n\n

\"Measure<\/figure>\n\n\n\n

Using this view, you can look into every app in your sales tech stack and see what percentage of your sales team has used it in the last 30 days. Based on what you learn, you can make a shortlist of apps that seem useful to the team \u2014 and another list of those that don\u2019t.<\/p>\n\n\n\n

Talk to your team members<\/h3>\n\n\n\n

Armed with data about different tools\u2019 usage, you can now talk with your team members about their own experiences with their current tech stack. Sales leaders will sometimes think they have a good understanding of employees\u2019 usage of different apps, but speaking with your team may surprise you. After all, the sales development representatives (SDRs), sales reps, and managers that are closing deals daily will have a better understanding of what tools are working for them and which aren\u2019t \u2014 and why.<\/p>\n\n\n\n

If you identified a few apps with low usage during your audit, make sure you ask both frequent users and non-users about their experience with the tools. If, for instance, only 20% of your sales team are using an app regularly, that might not mean that you need to cut the app from your tech stack altogether. The 20% of your team who do <\/em>use the tool might find it incredibly useful. However, perhaps this is an opportunity to reduce the number of licenses you pay for or provide your team with further training on the tool.<\/p>\n\n\n\n

Other questions you might want to ask team members include:<\/p>\n\n\n\n