Best Practices
Nov 15, 2022

5 Reasons Your Sales Team Needs a Customer Collaborative Workspace

Mark Fershteyn
CEO & Co-founder

In B2B sales, many stakeholders are involved in the decision-making process. Whether identifying various pain points or considering new products and services, there will be plenty of collateral, documents, emails, and more. Unfortunately, in such a complex sales process, key data points can easily get lost in translation between multiple members of the sales team and the customer.

With so many variables at play, your sales team must have a collaborative sales approach where they can share content, notes, and next steps in real time. By implementing a collaborative workspace, you can efficiently manage a complex sale, address the needs of all decision-makers, and provide a seamless purchasing process, resulting in a higher likelihood of winning the deal.

A customer collaborative workspace is a private, personalized online space where customers and sales representatives can work together to identify and address the needs of the customer. Sales representatives can share all relevant content, notes, and next steps with the customer in real time, resulting in a more efficient and effective sales process.

There are many advantages to having a collaborative work environment, here are five reasons why your sales team needs a customer collaborative workplace to succeed.

1. Real-time visibility into your deals

In a collaborative workspace, your sales team gains real-time visibility into the status of each deal, who is involved, and what needs to be done next. Using tools such as Mutual Action Plans enables your team to see the big picture and track progress against specific milestones, so you can quickly adapt your strategy as needed. This level of transparency ensures everyone is aligned on the same page and critical action items do not slip through the cracks.

As Gartner reports, an average of 11 stakeholders are typically involved in a B2B purchase, occasionally reaching upwards of 20. Therefore, identifying the specific roles and pain points of each decision-maker and maintaining an organized calendar with designated tasks and deadlines is essential to success.

With 74% of customers willing to switch brands if they find the purchasing process too complicated, your sales team and customers must be equipped with the right tools to manage the customer journey.

By adding real-time visibility through a collaborative workspace, you can cut down your sales cycle, help your sales team close more deals, and increase your top and bottom line.

2. Standardize an entire sales playbook

Using a collaborative workspace, sales leaders can standardize their sales process and create a centralized repository for all their sales content. This way, the entire team always works with the most up-to-date information, and everyone follows the same best practices.

A consolidated system of all sales processes will also help pinpoint which materials, timelines, and strategies work best for each stage of the sale and can help your sales leaders implement winning formulas going forward.

By building a sales playbook using the information from a customer collaboration workspace, sales teams can also improve the onboarding process for new team members to hit the ground running and get up to speed quickly. As expected, companies with a playbook are 33% more likely to be high performers.

Adopting a collaborative sales approach has proven to ensure that sales teams are continuously operating at peak performance and offer up-to-date data on sales processes that can be tweaked in the sales playbook.

3. Improve post-sales handoff and support

The collaborative workspace doesn't stop once the deal is won. In fact, it's just as important to maintain communication with your customers after the sale for onboarding to ensure a successful implementation and long-term relationship.

By maintaining all of the data around their pain points, project scope, and requirements, you can seamlessly hand off the account to customer success or support and avoid any potential hiccups, such as timeline and onboarding scope creep.

4. More accurate forecasting

According to Intangent, 80% of sales organizations do not have a forecast accuracy greater than 75%, meaning most sales teams are only guessing about their pipeline and financial reporting. This can mean failure to meet quarterly or annual numbers and even put jobs at risk.

In a collaborative sales workspace, the real-time data around the status of each deal will lead to more accurate forecasting. This is critical for upper management to gain visibility into the pipeline's health and make data-driven decisions around budgeting, headcount, and product development.

By analyzing each deal and reviewing the level of engagement (viewing information, downloading assets, etc.), sales teams can provide a more realistic estimate of the chances of winning and the expected close date. This way, you can make better decisions around which deals to pursue and avoid over- or under-investing in any one opportunity. This level of granularity and accuracy is essential for forecasting and pipeline management.

5. Remote manual labor and human error

The collaborative workspace will also help any sales team avoid the tedious and error-prone process of manually inputting data into multiple spreadsheets. This is not only a time-sink, but it also leads to human error that can further skew forecasting, sales processes, and other key data.

In a collaborative sales workspace, all data is updated in real-time, so everyone can access the most accurate information - reducing the headache of manual input. This way, your team can focus on selling rather than data entry, and you can be confident that the numbers you're looking at are accurate.

Getting started with a customer collaborative workspace

Investing in a collaborative workspace is essential for sales teams who want to stay ahead of the competition. By increasing productivity, standardizing your sales playbook, and improving customer relationships, you'll be able to close more deals and enhance your sales performance and customer success.

The first step is to evaluate your needs and choose a solution that fits the specific requirements of your sales team. Once you've selected a workspace, you can begin migrating your data and building your sales playbook. With a collaborative system in place, you'll be able to take your sales game to the next level.

At Recapped, our collaborative sales system helps you efficiently manage customer relationships, sales pipeline, and financial forecasting. Integrated with CRMs and other sales tech stacks, Recapped gives you a complete picture of your sales process, improves customer engagement, and provides actionable insights to help you close deals quickly and professionally. 

Schedule a consultation today to see how we can help you streamline your sales process and drive success.