In many sales organizations today, a relatively high amount of revenue is driven by a small percentage of the sales force. So the challenge for sales executives is to get a greater contribution from the average and lower performers within their sales organization.
Traditionally, this has been accomplished by forcing these individuals to follow the same process and execute the same tactics leveraged by the higher performers. Most often, this is accomplished by implementing a common sales methodology that reinforces the best practices followed by successful salespeople. Although common process and methodology are critically important, the success of those top performers is equally related to the knowledge they have about how to handle different selling situations – how to position against a particular competitor, how to handle a particular objection, how to communicate their value proposition to a key executive, how to navigate their own company to engage the most effective subject-matter experts, etc. As a result, the average performers must not only do what the top performers do, they must know what the top performers know. At the end of the day, this is the ultimate goal of Sales Enablement.
SAVO helps you to structure your corporate assets and to define your subject matter experts for certain areas. By integrating SAVO into SAP CRM Opportunity Management, the sales rep gets perfect support in closing his deal. Based on certain attributes like for example industry of prospect, sales phase, product group etc. SAVO collaterals and the according subject matter experts get automatically proposed by the system.
So, if an opportunity is for example in a certain sales phase SAVO collaterals and subject matter experts are assigned appropriate. Intuitively, the information that salespeople leverage at the beginning of the sales cycle differs from what is required as they near deal closure. The attributes based on which the sales rep gets the collaterals proposed can be defined by the customer.
SAVO is fully integrated in SAP CRM Sales. SAVO collaterals can be opened, downloaded and edited and subject matter experts can easily be reached. Via one mouse-click, the sales rep gets all important Information of a subject matter expert displayed. Like for example, the position, the e-mail address, the phone number, which documents the subject matter expert has posted, what are the highest rated ones etc. The sales rep has also the option to follow the subject matter expert to stay always up-to-date and gets informed if the subject matter expert has posted anything new etc.
The SAVO collaboration and decision making tool is integrated in SAP CRM opportunity management and for customer who do not use opportunity management it is also integrated in the SAP CRM account management. The layout of SAVO can be easily adapted to the company needs and corporate layout. Underneath you can find a snapshot of the SAVO Integration in opportunity management. So stop searching and start selling by using SAVO fully integrated into SAP CRM Sales.
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