How software helps sales teams be more efficient

Does More Software Help or Hurt Sales Teams?

On a recent episode of the SaaStr podcast, Jason M. Lemkin and Sam Blond debated an intriguing question: Has the influx of sales software genuinely improved sales teams, or has it failed to deliver on its promises?

Interestingly, both concluded that, in many cases, additional sales software hasn't significantly moved the needle. The crux of their argument: the lofty ROI promises made by software vendors often don't fully materialize in real-world scenarios.

Let's dig into this.

It's fair to say that vendors naturally have a vested interest in showcasing optimistic outcomes. They often market results along the lines of, "Use our platform, and you'll see a 20% uplift in your win rate." But the reality is more nuanced. A more accurate statement would be, "Use our platform efficiently, consistently, and as designed, and you might see up to a 20% uplift in win rate." The difference is subtle but critical.

How Sales Software Impacts Individual Sellers

When looking at individual sellers, it's understandable why some might argue that technology hasn't been transformative. For mid-level or lower-performing teams, new software frequently becomes a crutch rather than a catalyst for productivity. For example, if a new tool saves an employee two hours weekly, instead of reinvesting that time into higher-value activities, it often simply means two fewer hours spent working.

In contrast, top-performing sales professionals leverage technology effectively. These individuals and teams are undoubtedly more productive and impactful than they would have been in the same roles 15 years ago.

Aggregate Impact of Technology on Sales Organizations

Zooming out to an organizational level paints a clearer, more positive picture. Successful companies today experience faster, more explosive growth, enabled significantly by technology. Wiz is a notable recent example, achieving remarkable growth through a sales-led approach complemented by powerful technological tools.

Top-decile companies are strategically leveraging technology across their entire go-to-market (GTM) operations. Technology streamlines crucial tasks such as:

• Identifying ideal customer profiles (ICP)
• Outbound prospect targeting
• Analysis of closed-lost deals
• Pre-call preparation and post-call follow-ups
• Enhancing forecasting accuracy
• Optimizing territory mapping and assignments

The AI Factor: Accelerating the Gap

This trend toward technological empowerment will accelerate rapidly with AI integration. The highest-performing sales organizations will leverage AI to scale faster, sell smarter, and operate more efficiently in ways previously unimaginable.

However, for middle-tier and lower-performing teams, AI's impact might be minimal. Without a strong foundational culture and processes already in place, technology and AI alone won't create transformative change.

How can software help you?

At Myko, we make it easier to interact with your CRM using text or voice. Enabling end-to-end workflows to be carried out in seconds compared to minutes.

For teams spending too much time on administrative tasks Myko is the perfect solution.

‍