Written By: Craig Jacobson

Having spent more than two decades in the U.S. Military and more recently in a command-and-control centric role, I’ve seen a lot of things.  This experience has made me somewhat of an expert in sniffing out points of potential failure. I wanted to offer some suggestions, Revenue Officer to Revenue Officer. 

First- what keeps us up at night and how do we fix that? 

Second, what trends have emerged to help organizations (sales in particular) use technology to solve key problems of effectiveness?

Lastly, how I’ve seen video conferencing help my sales team and our customer pull their heads out of their proverbial assets. 

Chief Revenue Officers (CROs) play a critical role in driving revenue growth and ensuring the efficiency and effectiveness of their teams. Here are some ways in which CROs can enable their teams to be efficient and effective: 

1. Set clear goals and expectations: CROs should communicate clear and specific revenue goals and performance expectations to their teams. This helps team members to understand their priorities and focus their efforts on the most important tasks. 
2. Provide the right tools and resources: CROs should ensure that their teams have access to the right tools, resources, and technology to do their jobs effectively. This can include CRM systems, sales enablement tools, and marketing automation platforms. 
3. Foster a culture of collaboration: CROs should encourage collaboration and communication across teams, departments, and functions. This can be done through regular meetings, cross-functional training sessions, and team-building activities. 
4. Empower decision-making: CROs should empower their teams to make decisions and take ownership of their work. This can be done by delegating authority and responsibility, providing autonomy, and recognizing and rewarding good performance. 
5. Provide ongoing training and development: CROs should invest in ongoing training and development programs for their teams. This helps team members to stay up-to-date with the latest industry trends and best practices and ensures that they have the skills and knowledge needed to be effective in their roles. 
6. Measure and track performance: CROs should establish metrics and KPIs to measure performance and track progress toward revenue goals. This helps to identify areas for improvement and adjust strategies as needed. 

CROs can help their teams to be more efficient and effective, and drive revenue growth for the organization. 

Next up, trends: There are several trends that have emerged in recent years that can help sales organizations increase their sales through the use of technology. Here are a few: 

1. Artificial intelligence (AI) and machine learning: Sales organizations are increasingly using AI and machine learning technologies to automate their sales processes, analyze customer data, and improve sales forecasting. AI-powered chatbots are also being used to enhance the customer experience by providing instant support and personalized recommendations. 
2. Sales enablement platforms: These are software platforms that provide sales teams with the tools they need to close deals more effectively. Sales enablement platforms typically include features such as content management, training and coaching, and analytics and reporting. 
3. Customer relationship management (CRM) systems: CRM systems have been around for a while, but they continue to evolve and improve. Modern CRM systems can help sales teams manage their leads and customers more efficiently, automate tasks, and provide valuable insights into customer behavior and preferences. 
4. Social selling: Social media platforms like LinkedIn, Twitter, and Facebook are increasingly being used by sales professionals to build relationships with prospects and customers, share content, and generate leads. 
5. Video conferencing and virtual selling: With the rise of remote work, video conferencing, and virtual selling have become essential tools for sales teams. Platforms like Zoom and Microsoft Teams allow sales professionals to meet with customers and prospects from anywhere in the world, without the need for travel. 

By adopting these technologies and trends, sales organizations can improve their efficiency, effectiveness, and ultimately, their sales performance. 

Video conferencing has had a significant impact on sales organizations by enabling them to engage with customers and prospects more effectively, which in turn has helped to increase revenue and customer retention. Here are a few ways in which video conferencing has helped sales organizations: 

1. Improved communication: Video conferencing allows sales representatives to communicate with prospects and customers in a more personal and engaging way. They can see each other’s facial expressions and body language, which helps to build trust and rapport. 
2. More efficient sales process: Video conferencing has made it possible for sales representatives to conduct meetings remotely, which means they can meet with more prospects and customers in less time. This has helped to increase the efficiency of the sales process and reduce the cost of sales. 
3. Increased accessibility: Video conferencing has made it easier for sales representatives to reach out to prospects and customers who are geographically dispersed. This has opened up new markets and increased the reach of sales organizations. 
4. Better customer engagement: Video conferencing has enabled sales representatives to provide more personalized and interactive presentations to prospects and customers. This has helped to increase customer engagement and improve the customer experience. 
5. Enhanced collaboration: Video conferencing has made it possible for sales representatives to collaborate more effectively with their colleagues and other departments within the organization. This has helped to streamline the sales process and improve overall efficiency. 

Overall, video conferencing has been a game-changer for sales organizations, providing them with the tools they need to engage with customers and prospects more effectively and ultimately drive revenue growth and customer retention. 

In conclusion, as a CRO, enabling sales team efficiency and effectiveness is crucial. Set clear goals, provide tools, foster collaboration, empower decision-making, offer training, and track performance. Embrace trends like AI, sales platforms, CRM systems, social selling, and video conferencing. Video conferencing revolutionizes communication, efficiency, accessibility, customer engagement, and collaboration. Embrace these technologies for sales excellence, increased revenue, and customer retention. Stay ahead, and leverage tools for success.

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About Craig

Craig S. Jacobson has over 20 years of experience in the areas of telecommunications sales, business transformation, marketing, project management, and innovation. During his career, Craig has built a reputation for operational excellence, sales leadership, innovative strategic thinking, and working with the highest level of integrity.

About DCS Global

DCS Global is a collaboration, consulting, services, and audiovisual (AV) integration company that provides various services related to digital signage, wayfinding, and kiosk manufacturing and deployment. The company specializes in creating interactive and engaging experiences for customers, visitors, and employees. 

Their services include: 

1. Digital Signage: DCS Global designs, installs, and manages digital signage systems that help organizations effectively communicate with their audience. These systems can display content such as images, videos, and live data, and can be customized to meet the specific needs of each client. 
2. Wayfinding: The company offers wayfinding solutions that help people navigate complex environments such as hospitals, airports, and campuses. These solutions use interactive maps, directories, and other tools to guide visitors to their desired destinations. 
3. Kiosk Manufacturing: DCS Global designs and manufactures custom kiosks for various industries, such as retail, hospitality, and healthcare. These kiosks can serve a variety of purposes, such as self-service check-in, product information, and customer feedback. 
4. AV Integration: DCS Global also provides audiovisual integration services for businesses of all sizes. These services include the design and installation of audio and video systems, conference room setups, and video walls. 

DCS Global offers a comprehensive range of services to help organizations enhance their communication, customer experience, and operational efficiency through innovative digital solutions.