4 Sales Enablement Data Points You Need From Sales Presentations
Do you know how your prospects are engaging with your proposals after you send them?
Many companies are making the shift to using an online presentation software from which to create and send sales presentations and proposals digitally. One of the greatest benefit of sending presentations digitally are the sales enablement analytics gained.
When sending a PowerPoint file or link to a presentation in Dropbox, OneDrive, etc. the sales rep is limited as to what information they can see. They have no line of sight as to whether the presentation has been clicked on, viewed, downloaded, etc.
In our digital world, there’s simply no reason for this to occur. As you consider making the move to an online presentation tool (or have already made the switch) be sure you are tracking these four critical sales enablement metrics:
1. Total number of presentation views. Whether you’re sending a presentation as part of a prospecting strategy, before or after a meeting, or as a formal sales proposal, sales reps need to know that A) the presentation has been viewed, B) who viewed it, C) how many times it’s been viewed and D) when it was last viewed. Let’s say the sales rep sent their presentation as follow up to a meeting, with agreement they would connect with the prospect two weeks later. If the presentation was viewed multiple times over those two weeks, the sales rep can feel pretty confident the prospect is engaged and serious about the sale. If the presentation was not viewed at all, that can signify disinterest, or that another priority has popped up, signaling to the sales rep they may want to reach out sooner, rather than wait two weeks.
2. Total time spent viewing. Another measure of prospect engagement can be found by looking at the total time spent viewing the presentation. There’s a huge difference between someone who spent 30 seconds viewing a presentation versus someone who spent 10 minutes on it. Let’s say a sales rep sends their presentation over as a proposal for their prospect to review at their weekly executive meeting. If the stats show the executives spent a long time viewing the presentation the sales rep can be prepared for an in-depth follow-up discussion, as opposed to if the team spent only a few minutes viewing it.
3. Slides viewed. One of the most insightful metrics sales reps should be using when viewing online presentation analytics are the specific slides viewed. Just like analyzing visitor behavior on a website it can be extraordinarily helpful to know which areas prospects have looked at the most, especially when it comes to complex sales with many different products customers can choose from. It is also helpful to know if prospects spent more time on key pages such as pricing or testimonials, which are typically examined more when the prospect is towards the end of their buying cycle. This information can enable the sales rep to have more productive conversations, focused on the prospects actual needs.
4. Total presentations created. From a sales management perspective, one of the metrics you should be tracking regularly is the number of presentations created. You can usually track this in your CRM, but you can also track it via your online presentation software. Tracking the number of presentations created by rep will give you a better sense of rep activity and identify areas for improvement. It can also help you identify if you’ve got a technology issue – when it takes sales reps too much time to create presentations that means less presentations they’ll ultimately be able to deliver.
We want to leave you with one last bit of advice when it comes to comes to using sales presentation metrics to boost performance – pick up the phone.
When you use an online presentation tool you get real-time alerts when someone has viewed your presentation. And with the ability to send a personalized URL to each unique prospect your sales reps should know exactly when that prospect has viewed the presentation or proposal. It’s at that point the rep should pick up the phone and start dialing, as 92% of all customer interactions happen over the phone.