#3: Get more from your notes

Instead of having reps waste valuable time — and potentially distract themselves — by taking notes on calls, use sales acceleration tools to automate notetaking, transcribe communications and gather voice-of-market insights. This doesn’t just make it easier to learn from every interaction and identify areas for improvement; it also helps you uncover trends that enable reps to choose the right messaging at the right time. They’ll have what they need to use revenue-driving content to win more deals.

#4: Foster better deal collaboration and coaching

To accelerate sales, perform accurate revenue forecasting and more, you need clear communication across multiple roles and departments. Fostering this collaboration requires smoothly sharing the most important content. For example, have your Business Development Representatives (BDRs) share call snippets with reps and reps share call snippets with Sales Engineers (SEs) and Customer Success Managers (CSMs) to make hand-offs simpler and more effective. You should also empower managers with a coaching workflow based on real data from multiple sources. This enables them to see how healthy their team’s deals and calls are — plus, they can make actionable plans to coach at key intervals.

#5: Consolidate everything

From data and background information to training material and sales enablement content, there’s a lot for reps to juggle when navigating a single call or communication. Give them access to everything they

need, but don’t overwhelm them with unnecessary or poorly organized information. Instead, provide a more streamlined user experience to reduce clicks and save time. This makes reps more agile and better able to respond in unfamiliar scenarios, but it also speeds up prospect communication and makes your sales funnel faster and simpler.

#6: Adjust your sales acceleration strategy regularly

A sales acceleration strategy depends heavily on best practices, up-to-date messaging, new sales enablement materials and even the latest version of your sales acceleration software. That means there are a variety of changes that can impact your strategy.

For example, you should track whether sales processes and methodologies are adopted. This can change everything from return on investment (ROI) to sales performance and revenue, so it has a big impact on sales acceleration. 

Say you use MEDDPICC — a sales qualification methodology that stands for:

• Metrics
• Economic buyer
• Decision criteria
• Decision process
• Paper process
• Implicate the pain
• Champion
• Competition 

To make sure you’re getting the most out of every MEDDPICC idea or approach, you should have a MEDDPICC score based on how much information you’re able to fill out. You would also have a playbook with best practices and practical guidance — plus trainings, daily sales report (DSR) templates and a Mutual Action Plan developed with this methodology in mind. 

Benefits of implementing a sales acceleration strategy

Once you’ve implemented all the right tips and your sales acceleration approach is well underway, you could start seeing benefits around every corner. For example:

• Filled quotas: With a solid sales acceleration solution at your reps’ fingertips, more of them can achieve their quotas faster. That means more deals won, more experience with different persona types and — yes — more revenue.
• Better wins: Bigger, better, faster wins are possible when you use the right sales acceleration tools. You’re connecting dots to streamline experiences, which means improving the deals themselves — not just the processes that build them.
• Smoother hand-offs: A completed deal is a product of multiple teams and departments. Sales acceleration makes it smoother and quicker to communicate key points and create better experiences both internally and externally.
• Reduced churn: Grow your customer base and reduce churn at the same time. It’s all possible thanks to better processes and more prepared reps.
• Scalable sales motion: Make your sales motion both repeatable and scalable with best practices, trainings and other sales acceleration solutions. 
• Adoption: When you accelerate sales, you can more easily adapt your sales process and methodology to a “win every stage” approach. That also means improving your stage-to-stage conversions.