The New Sales Process with Box

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Figure 1: The modern sales process emphasizes movement within pipeline stages. 


Provide tactical data for your team with a sales portal

“Our global director of sales enablement created the folder structure and prepopulated relevant content into the folders, and I took care of the administrative part. There was no development effort.”

– Ben Doyle, Director of IT Applications, Enterasys

A sales portal is a single source of truth for company content – whitepapers, brochures, decks, videos, guides, inventory, and other information specific to your sales force. Here is what your sales portal will look like:


Figure 1: Tags, comments, and descriptions are used to enhance discoverability of sales content

1. To start, you will want to limit the number of people that can publish authoritative content to a select group of individuals, such as the marketing and sales team. An easy way to do this is to use groups in the admin console to populate the users, permissions, and folders that your sales team will have access to.


Figure 2: You can add people to groups using SSO, or by bulk editing your users list.

2. Turn on email notifications at the folder level for UPLOADS, so you always know about the latest content. With this setting on, notifications will be sent as soon as new content is uploaded to the sales portal.


 3. Have a parking lot for content that you might include, with more open permissions for other team members. A parking lot or other temporary folder is used to review draft information that is to be included in your portal. Once information is approved and final, move it into the published sales portal.

4. Curate your best content. Savvy organizations use Box to create information portals to organize and publish their best content. You can share these with your internal sales teams, and with partners and customers. 


Figure 3: Security settings can be customized to facilitate both internal and external portals.

 Give the new members of your team the tools that win

Before you start this step, see “building a sales portal” above.  Use Box to pull together your most useful information and train new and current reps.

1. Onboard new hires and provide follow-up training for your sales team. Start by making sure that your sales productivity, sales operations, or management team has the ability to manage groups and run reports. In the admin console, the primary Box administrator can grant these rights:


Figure 4: This allows you to add users to the sales group, and run reports on content.

Once the new sales rep is added to Box, they have access to a wealth of valuable and relevant content.  You should also share information like conference room locations, travel and expense report policies, how to use the phone system and proposal templates.

 

Figure 5: Make sure new reps know how to get settled in their new role.

2. Learn about new about new product capabilities with videos, FAQS, and Internal tools

When you launch a new product or solution, socialize and share that information in Box


Figure 6: Separate out content by text, images, video, and FAQs.

By using rich media like podcasts and video, you can quickly engage your sales team without relying on people to read through pages of documentation.


Figure 7: A 90 second video is much easier to consume than a 50 page PowerPoint.

 

Next: Enable Your Sales Team to Sell From Anywhere

Previous: Executive Summary- Sales

 

 

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